A lead qualification form for B2B software companies
A lead from a software company’s website needs one decision made quickly: does this go to a salesperson, or to a trial they can start on their own? Company size, the person’s role, what they use today and why they are looking now are usually enough to make it.
What should B2B software companies ask first?
| Ask | Why it matters |
|---|---|
| What is your work email? | The domain tells you the company, and a personal address is a signal of its own. |
| How many people work at your company? | Size is the usual first split between a sales conversation and a self-serve trial. |
| What is your role: will you use it, buy it, or are you looking on behalf of someone else? | A user, a buyer and a researcher need different next steps. |
| What do you use for this today? | A competitor, a spreadsheet and nothing at all are three different sales conversations. |
| What is prompting the search now? | A renewal date, a new team or a tool that stopped working all put a date on the decision. |
| For larger companies: who else is involved in the decision, and what is your timeline? | It tells sales whether to plan for one call or a procurement process. |
If an answer would not change what you do next, leave the question out. Each extra question is one more reason for someone to stop before they finish.
Which answers come back too vague to use, and what do you ask next?
The answers that cause a phone call are rarely missing. They are present and too loose to act on. A narrower follow-up, asked straight away while the person is still there, usually settles them. Offering likely answers shows the person the level of detail you need.
| What comes back | The follow-up that settles it |
|---|---|
| “Just looking.” | Is something prompting the search, such as a contract renewal, a new team, or a tool that stopped working? |
| “We use spreadsheets.” | What breaks first: keeping them up to date, sharing them, or reporting from them? |
| “Q1.” | Is that when you want to decide, or when it needs to be up and running? |
Follow up once per gap, then move on. If an answer is still unclear after one follow-up, flag it for whoever picks the request up rather than pressing.
When is a call or a visit still the right move?
Large accounts get a sales call whatever the form says, and they should. What qualification changes is everyone else: a small team that wants to try the product is sent to a trial in minutes instead of waiting for a calendar slot, and the salesperson’s first call starts from the reason the company is looking.
How do you set this up from the Website lead qualification template?
Acquainto has a Website lead qualification template to start from. After you sign up, open Browse templates, pick Website lead qualification, and it lands in the editor as a draft you can change before anything is published.
This template is built for the job. It asks for a work email, company size and what the person hopes to solve, and branches on size: a company over 200 people is asked who else is involved and what the timeline is. Change the size bands to match how your sales team splits accounts, and add the role and current-tool questions.
Acquainto runs it as a short written conversation instead of a form. It:
- asks a follow-up when an answer is incomplete, and asks for clarification when one is vague;
- uses a structured choice where precision matters and open conversation where detail matters;
- shows the person every answer before it is sent, so they correct their own mistakes;
- hands back one clean value per question, delivered to your own systems by webhook.
The person answering needs no account, and nothing has to be scheduled. Start free trial, see how it works, or compare plans.