Lead qualification questions for sales reps

Your staff fill this in with the visitor at the Host Station. It covers need, current setup, timing, budget, decision role and process, other options and the next step, and skips what does not apply.

Use this template → Try the journey
Staff-led template
18
questions in the template
9-13
answered by each person
2
paths through it
Filled in by your staffEvery plan, including Free
Try it

Try the journey

Tap an answer on the phone, or on the map: see which questions follow, and which are skipped.

Contact details

Work email, Full name, Company, Job title, Phone

On the phone now

What problem are they trying to solve?

Typed answer

What do they use today?

4 answers + Other

When do they plan to buy?

3 answers

Is there budget for this?

4 answers

Their role in the decision

4 answers

Who else is involved in the decision?

If not Decides

How do they buy?

If not No date

Are they looking at other options?

3 answers

Which ones?

If Yes

Agreed next step

4 answers

Book the demo

If Demo booked

Notes from the conversation

Typed answer

Consent

Permission to follow up

Gift code

The visitor collects their gift at the booth

Step 1

Your details

Work email

Full name

Company

Job title

Phone

Try it as a visitor
The questions

Every question, and why it is asked

A full qualification for every conversation: need, current setup, timing, budget, who decides, competition and the agreed next step. Answers marked Example are yours to replace.

  1. 1

    Contact details

    Everyone

    Work email · Full name · Company · Job title · Phone, on one screen.

  2. 2

    What problem are they trying to solve?

    Everyone

    WhyThe visitor's own words; the rep's opening line in the follow-up.

  3. 3

    What do they use today?

    ExampleEveryone
    A tool from another vendorSomething built in-houseSpreadsheets or manual workNothing yetOther

    WhyReplacing a vendor, an in-house build or manual work: three different conversations.

  4. 4

    When do they plan to buy?

    Everyone
    This quarterThis yearNo date

    WhyThe clearest sign of a Hot lead; with no date, the buying process is not asked.

  5. 5

    Is there budget for this?

    Everyone
    Yes, approvedBeing plannedNo budget yetNot known

    WhySeparates real projects from interest.

  6. 6

    Their role in the decision

    Everyone
    DecidesRecommendsWill use itNot involved

    WhyWho you are talking to; anyone who does not decide is asked who does.

  7. 7

    Who else is involved in the decision?

    If not Decides

    WhyNames the decision maker to reach next.

  8. 8

    How do they buy?

    If not No date

    One person decidesA team decidesFormal tender or RFPNot known

    WhyWarns sales about a tender early.

  9. 9

    Are they looking at other options?

    Everyone
    YesNoNot known

    WhyWhether you are in a race.

  10. 10

    Which ones?

    If Yes

    WhyWhich competitors to prepare for.

  11. 11

    Agreed next step

    Everyone
    Demo bookedCall next weekSend informationNo follow-up

    WhyEvery conversation ends with an agreed next step.

  12. 12

    Book the demo

    If Demo booked

    WhyBooks the demo while the visitor is still there. Add your hosts in the event.

  13. 13

    Notes from the conversation

    Everyone

    WhyAnything else the next person needs to know.

  14. 14

    Consent

    Everyone

    I agree to be contacted about my request.

    WhyPermission to follow up on what they asked for.

Brief your reps

Hot, Warm or Cold at the gift handover

What each rating means for this template, so every rep rates the same way.

Hot

Decides or recommends, budget approved or planned, buying this quarter.

Warm

Buying this year, or budget not known yet.

Cold

No budget and no date.

Works well with

  • The Host Station: your staff fill this in on a tablet.
  • A finisher reward (a voucher) as a thank-you, no game needed.

What you will see

  • Qualified conversations by timing and budget.
  • Next steps agreed, and demos booked.
  • Competitors named most often.
FAQ

Frequently asked questions

How many questions does each person answer with the Staff-led qualification interview template?

Between 9 and 13 after their contact details, depending on their answers. Questions that do not apply are skipped.

Who sees which questions?

Decides, buying this quarter, demo booked: 12 questions. Recommends, no date yet: 10 questions.

Can I change the questions?

Yes. The template adds ordinary questions to your survey in Scaniam: edit, remove or reorder any of them, and replace the answers marked as examples with your own.

Can I add it to an event I have already set up?

Yes. In the survey builder, choose Templates. Questions your form already has, such as work email or consent, are kept and not added twice.

Is it free?

Yes. Every template is on every Scaniam plan, including Free.

Cookbooks

Step by step, at your next event

Capture leads for visitors who do not scan a QR codeScaniam lets your staff fill in the survey for a visitor.Read the cookbook Qualify every booth lead at the gift handoverYour sales team qualifies each visitor and adds notes at the gift handover.Read the cookbook
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Use this template at your next event.

On every plan, including Free. Add it to a new event, or to an event you already set up.

Use this template →