Prospect Targeting

Lead Generation and Initial Contact

1. Lead Sources:
Through which channels do you primarily acquire new leads? (Select all that apply)
Website inquiriesTrade showsReferralsSocial mediaOther

2. Initial Contact Methods:
What methods does your team use to initiate contact with new leads? (Select all that apply)
EmailPhone callsIn-person meetingsSocial media outreachOther

3. Response Time:
What is the average time taken to respond to a new lead inquiry?
Within 1 hour1–4 hoursSame business dayWithin 24 hoursMore than 24 hours

Information Collection

4. Data Gathering:
What specific information do you collect during the initial interaction with a prospect? (Select all that apply)
Contact details (name, email, phone)Company nameJob title/roleIndustry sectorSpecific needs or challengesBudget informationDecision-making authorityImplementation timelineOther

5. Collection Methods:
How is this information collected? (Select all that apply)
Online forms on your websiteDuring phone conversationsThrough email correspondenceIn-person meetingsOther

6. Documentation
Where is the collected information recorded and stored? (Select all that apply)
Customer Relationship Management (CRM) systemSpreadsheetsPaper recordsOther

Lead Qualification Process

7. Qualification Criteria
Do you have a standardized process for qualifying leads before proceeding to proposal creation?
YesNo

8. Budget Assessment:
How does your team assess a prospect's budget suitability for your offerings? (Select all that apply)
Direct inquiry during initial conversationsResearch through public financial recordsEstimation based on company size or industryOther:

9. Decision-Making Authority:
What steps are taken to confirm that your contact has the authority to make purchasing decisions? (Select all that apply)
Directly ask about their decision-making roleResearch the company's organizational structureRequest meetings with key decision-makersOther

10. Needs Analysis
How do you determine if your product or service aligns with the prospect's specific needs? (Select all that apply)
Conduct detailed needs assessment discussionsOffer product/service demonstrations or trialsAnalyze the prospect's current solutions and identify gapsOther:

11. Timeline Evaluation:
How do you evaluate the prospect's timeline for implementing a new solution? (Select all that apply)
Directly inquire about their desired implementation scheduleIdentify external factors influencing their timeline (e.g., budget cycles)Other

Pre-Proposal Engagement

12. Engagement Strategies
What strategies does your team employ to engage qualified prospects before proposal creation? (Select all that apply)
Regular follow-up communicationsProviding additional informational resourcesScheduling meetings to discuss potential solutionsOther

13. Information Utilization
How is the information gathered during the qualification process utilized in the proposal creation? (Select all that apply)
Tailoring proposals to address specific prospect needsCustomizing pricing based on budget informationHighlighting relevant case studies or testimonialsOther