Lead qualification.Know which leadsto take forward.
SIXIS organises lead qualification: the need, the fit with your offer and the information to clarify before preparing a proposal.
The sales team receives the necessary context for a useful discussion. Requests that need time or other information also have a clear follow-up.
Tell us what requests you receive See how we workMore context.
A decision better.
For companies that receive requests from different sources and must choose where to allocate the time of people who sell, estimate or prepare offers.
All requests reach an offer.
The team prepares proposals for very different requests, sometimes without knowing the need or the deadline. We establish the minimum information that justifies the transition to the offer.
The positive answer is confused with the purchase interest.
A contact asks for a presentation, but can only inform himself. We clarify what he wants to solve and what step he is ready to take, without forcing the conversation.
Contacts are rejected by impressions.
One colleague asks for the budget from the first, another decides according to the name of the company. We match the criteria to the offer and keep the reasons for the decision, including what information is missing.
Appropriate questions, la the right time.
The qualification must help the man who asks for something and the colleague who continues the discussion.
We define the criteria and how the information is obtained. SIXIS can organize this activity in the agreed area; your team validates criteria and maintains business decisions.
The SIXIS collaboration modelWe choose what a suitable request means.
We start from what you can deliver, to whom it is useful and under what conditions it is worth continuing. We establish criteria related to the need, the type of client, the area served, the term and the limits of the offer. We distinguish applications that do not match from those that are not yet clarified.
From you Offer, delivery limits and examples of claims won, lost or not matched.
We prepare the questions and the sources.
We use what we already know from the application and contact history. We choose the missing questions in the order in which they help the discussion. A simple request does not receive the same set of questions as a complex project; we do not ask for available information again.
From you Forms, incoming messages and how you now talk to potential customers.
We organize clarification and notation.
We determine who requests the details and where the answers are kept. We write down what the person said, what is confirmed and what remains unknown. If a criterion cannot be verified from the available data, we mark it as unclear without drawing a conclusion.
From you The person who can answer questions about the offer and access to existing information.
We give each request a continuation.
A suitable request goes to the man responsible for the need, the context and the proposed step. An incomplete one gets a clarification, and a later one can get a return deadline. Refusals have explicit reasons and are communicated in a manner appropriate to the situation.
From you Who decides the exceptions and who continues each type of commercial conversation.
We check the criteria in actual discussions.
We compare the initial assessment with what the sales team later learns. We see if we reject requests that could have made sense or send cases that are still unclear to offer. We adjust questions and criteria based on this experience, not just the number of approved contacts.
From you Feedback on applications submitted and reasons why they progressed or stopped.
A WORKING EXAMPLE
A request for equipment.
First, the necessary.
An equipment supplier receives a price request for a packaging line. The product name does not say enough about the use, capacity or installation conditions. In this example, the qualification prepares the technical and commercial discussion.
- What we clarify
- The type of packaged product, the required capacity, the place of installation and the term of the project. We find out who can confirm the requirements and how the decision is made.
- What we transmit
- The commercial manager receives the confirmed information, open questions and possible match limits. He can decide whether a technical discussion before the offer makes sense.
- What we do not assume
- The price request is not treated as a close order. Budget and availability to buy remains to be clarified, if not discussed.
RELATED CAPABILITIES
From interest to opportunity.
The qualification may follow a response to the first contact or a direct request. Her role is to make the next business step more informed.
Cold outreach
A first answer can open the conversation. Qualification clarifies whether there is a need for your offer.
CRM & pipeline
The criteria and information obtained are kept together with the contact and justify the transition between stages.
Quoting
A sufficiently clear request provides the necessary data to prepare a suitable proposal.
Sales reporting
The reasons for qualification and rejection show what kind of requests end up in the commercial process.
Before we pass on offer.
What we find out, how we make the decision and what happens to requests that are not yet ready.
Can the qualification start from the applications on the website?
Yes. We can start from requests from the website, email, recommendations or already started conversations. We check what information accompanies each source and what needs to be completed. It is not necessary that they all enter through the same form; it is necessary to have coherent criteria for continuation.
Must we ask the budget in the first discussion?
Not in any situation. Budget may be important, but the order of questions depends on the offer and what the client knows at the time. Sometimes we first clarify the need and the possible options. We determine when a budget limit matters to the decision and how we discuss it naturally.
How do we deal with an incomplete application?
We identify the information that changes the decision and ask for a brief clarification. Missing information is not automatically converted into a reason for rejection. We keep the request in a distinct state, with the person responsible and a follow-up action, so it doesn't get lost between contacts.
Can an automated score decide who gets sales?
A score can help prioritize if the rules and data are right. We don't treat it as proof that a person will buy. We start with explicit criteria, check the borderline cases, and determine which decisions require human judgment. Automation is discussed only after process clarification.
Who decides that a contact does not match?
We define together the criteria and who has the right to decide. Clear situations may follow the agreed rule; exceptions go to the designated person on your team. The reason remains visible so a colleague understands the decision and can revisit it if new context arises.
What do we do with an interested company for later?
We note why it cannot continue now and, when appropriate, a moment of return. Such a request is neither passed as a close sale nor as a definitive refusal. The follow-up takes into account the person's response and the applicable contact terms.
Can SIXIS talk directly with interested persons?
Yes, if these discussions are included in the collaboration. We determine the channels, the volume, the questions and the limits within which we can respond. SIXIS can take over the initial clarification, and specialist questions or engagements beyond the agreed limits go to the designated person in your firm.
How do we know the qualification process is helping?
We track the requests that lead to useful discussions, the information that is still missing and the time consumed by the commercial team. We also check rejected cases, not just approved ones. Cost and activity included depends on sources, complexity of requests and established responsibilities, with no promises of guaranteed conversion.
What you must know before you are you preparing the offer?
Show us some recent requests and how you decided what was worth pursuing. We can identify missing information and a way to qualify for your team and offer.