+32 473 903091 info@xantopia.net

Lead Qualification Qualified

Many organisations have defined its sales process as a set of actions to engage with prospect customers, typically starting with meeting them, pitching its unique value proposition to eventually pushing out a product or service to these prospects. Not knowing a prospect’s background, needs, challenges, timings, budget or goals may result in a company spending moneys with a highly uncertain or wrong closing outcome. Here’s why gathering qualifying prospect information first, is of the highest importance.

Not every incoming lead is a good fit for a product or service, even if it seemingly appears to be so upon registration. And eventually, buyers don’t buy just because they have a serious need, a deadline, or budgets to spend. They buy because of a true problems they want to see solved. These prospects don’t want to be sold to, they want to be properly educated in order to make educated decisions on how to solve these problems. The only way to properly do that, is to query about the contexts of these problems, listen, and make honest recommendations, preferably—but not necessarily at any cost—based on the company’s offer.


About the author

Yves Delongie, founder Xantopia

Yves loves to write about his passion in developing and leading start-up/scale-up businesses towards sustainable growth.

Especially in SaaS/subscription environments where a company’s customer acquisition costs are recuperated after months of fees being paid. If customers tend to keep on churning before that time, the company is making losses…

While the specific sales qualification questions an inside sales rep asks will depend on the product or service they sell, there are rather general questions that can help recognise who’s a potential successful customer in the making:

  • What is the problem at stake and why are you trying to solve it now?
  • Has someone been trying to solve the problem in the past and why wasn’t it successful?
  • What happens if the problem isn’t solved? What would be the financial impact?
  • What’s the budget, and how does the approval process look like? Who will have a say in the process?
  • What are the objections the prospect could identify?
  • What other solutions are being considered?
  • When would the solution need to be implemented/operational?
  • What are the next steps planned?

Next to understanding the context, and upon a successful qualification, the inside sales rep will also encourage the prospect customer to move further in the process, typically arranging a next meeting with an account executive.

Recent posts

Engage audience through digital marketing

Engage audience through digital marketing

The biggest reason people are turned-off by digital marketing is mainly because they find ads to be annoying and intrusive. But there are ways to get an audience genuinely engaged…

Individual bonuses to over-sell for

Individual bonuses to over-sell for

Companies tend to provide a large portion of their people’s salary, as commission and bonuses. This creates an atmosphere of pushing products/services out the door, at any cost…

Blog posts to buy from

Blog posts to buy from

Whether a company feels needing to focus on inbound vs outbound marketing, or preferably doing both, a blog is always the most essential part of any content strategy. Here’s why.


+32 473 903091

GHENT, BE 9000
Folke Bernadottestraat 16

Get in touch

Have a tech project that could benefit from hands-on growth experience? Leave your details and let's meet to discuss.


Developing and leading your tech venture towards sustainable growth.

By continuing to use the site, you agree to the use of cookies. more information

The cookie settings on this website are set to "allow cookies" to give you the best browsing experience possible. If you continue to use this website without changing your cookie settings or you click "Accept" below then you are consenting to this.