Answers
One question per page, answered in a sentence before the detail. Written for the questions people actually type, not the ones a brochure wants to answer.
Lead qualification
Deciding which enquiries are worth a sales conversation — and filtering the rest out before anyone spends time on them.
Read the full guide to lead qualification software →
- What is lead qualification software?
- Lead qualification software scores each incoming enquiry against your own fit criteria and tells you which ones are worth a sales conversation, before anyone picks up the phone.
- What is the difference between a form and a scorecard?
- A form collects answers and hands them to you unread, while a scorecard evaluates those same answers against your criteria and returns a score, a verdict and a next step.
- Why do my ads produce unqualified leads?
- Because the ad platform optimises for whatever you tell it counts as a conversion, and if a submitted form counts, it will reliably find you people who submit forms rather than people who buy.
Assessment software
Building the assessment itself: the questions, how long it should be, and what the respondent gets back for answering.
Read the full guide to assessment software →
- Can AI write my assessment questions?
- AI can write a usable first draft of the questions and answer options in minutes, but the scoring behind them encodes your judgement about what a good customer looks like and has to be yours.
- How long should an assessment be?
- Long enough that the result is worth having and no longer, which in practice means asking only the questions whose answers would change the outcome or the advice.
- What is an online assessment?
- An online assessment is a structured set of questions that scores the answers against defined criteria and returns a result to the person who answered, rather than simply storing what they said.
Lead scoring
Turning answers into a number that means something — points, category weights, and the threshold that defines qualified.
Read the full guide to lead scoring software →
- How does lead scoring work?
- Each possible answer carries points, each category of questions carries a weight, the weighted points are totalled, and the total is compared against a threshold that defines what qualified means.
- What is a good lead score threshold?
- There is no universal number, and the right one is wherever your own best and worst customers separate when you score them retrospectively.
Scorecards
The hosted scorecard and its result page: what a respondent sees, and why that view is what makes them answer honestly.
Read the full guide to online scorecards →
- What is an online scorecard?
- An online scorecard is a hosted set of questions that scores a person against criteria you define and shows them where they stand, usually as a number with a written interpretation.
- What should a scorecard result page show?
- The score, what that score means in words specific to the band it falls in, where the points were lost, and one next step that matches the result rather than the sale you want.
Quiz funnels
Quizzes as an acquisition channel, and the difference between one that grows a list and one that qualifies a pipeline.
Read the full guide to lead qualification quiz →
- Do quiz funnels still work?
- They still convert traffic into contacts well, but the novelty that once carried them is gone, so what decides the outcome now is whether the quiz qualifies rather than merely collects.
- What is a quiz funnel?
- A quiz funnel is an acquisition path where a short interactive quiz replaces the landing-page form, using the questions themselves to earn the contact details rather than asking for them up front.
Qualifying before the call
Moving the questions a rep would ask in the first five minutes to before the call is ever booked.
Read the full guide to qualifying leads before the sales call →
- How do I qualify leads before a sales call?
- Put the questions a rep would ask in the first five minutes of the call into a scored assessment that runs before the call is booked, and let the score decide who gets one.
- Should I let unqualified leads book a call?
- Usually no, but only if you give them something genuinely useful instead, because a dead end is what turns a polite rejection into a bad review.
- What questions should I ask to qualify a lead?
- The ones whose answers would change whether you take the meeting, which for most businesses means the problem, the scale, the timing and who decides.
Stop guessing which enquiries are worth a call
Build a scorecard, put it in front of real traffic, and see how many of your enquiries clear your own bar.
14-day Signal trial, no card. At day 15 the account parks read-only — your scorecard pauses, your data stays.