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Lead Qualification

Qualifying leads is a crucial step of the sales process. With this template, you'll know exactly what to ask the prospect.

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BASIC INFORMATION

Name, company size, contact window name and position, industry, country...


BACKGROUND

How did the lead get to us?

Are they currently using another vendor? Are they talking with our competitors too?

Does the lead meet our customer profile? Do we have use cases with similar customers?

PAIN POINTS

What are the lead's pain points? Can we quantify them?

Why is the lead looking to solve the pain point now? Has a recent event triggered it? is there a push from a stakeholder?

OUR SOLUTION

How does our solution solve the pain points? What are our key differentiators?

How much time/money could our solution save this prospect?

Why us specifically? What can we offer that our competitors cannot?

BUYING PROCESS

Who is the final decision maker? How many people will have to sign off on this deal? What will the process look like?

Is there a procurement department? How long does the procurement process usually take? What can we do to expedite it?

PRICING & DEAL SIZE

What's our pricing? Do we have any discounts? What will the total deal size look like?

TIMELINE

What is our likelihood of closing this deal within the next week/month/quarter?

NEXT STEPS

What's the next step? Do we need a follow-up call? Are there other stakeholders to update?



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