You don’t need to take every lead out to dinner before you start selling to them. But it does save everyone a lot of time if you add a pre-sales questionnaire to your sales process. It helps your sales reps focus on leads that are likely to convert.

While a sales funnel brimming with leads is great, you need to focus on the ones who are most likely to buy. So, before you start pitching your solution, ask what problem they’re trying to solve.

A pre-sales questionnaire works like a quality check for your leads. It helps you separate the wheat from the chaff, before spending more time and resources on them. You can find out how great of a match your products are for their problems. That way your sales reps can hop on that first sales call with a tailored strategy, well-prepared, and ready to make them an offer they can’t refuse.