Know Your Sources
Know the source of the lead and what
specifically they expressed interest in.
(hint: it is way more narrow than it is broad)
Does this prospect fit the profile of companies
you are targeting?
Right size? Revenue?
Is this the ideal customer?
Interest vs. Intent
Is this interest or intent?
(poking around at info vs. attending a demo or
meeting or looking at pricing page)
What’s The Problem
Specifically, what is the problem they are trying
to solve. How do they know it’s a problem?
Where are they feeling pain?
What is it costing them not to solve this?
How are they measuring the current impact?
What Are They Using Currently?
Is there a competitive solution in place right
● What is going well?
● What is not going well?
What is the primary goal of the solution?
(Does that align with what you were told the #1
Has a budget been set aside to solve this
● What is it?
If not, what is the process to get this budget-
What is the decision making process?
Who are the influencers (part of the
Who is the decision maker(s)?
Does anyone have veto power (CFO, etc.)?
What is the timeline?
Is there a deadline?
Are their any potential roadblocks that
could come up (budgetary, political, etc.)?