Qualification questions
Qualification questions are the short, event-specific questions a team wants every booth lead to answer, such as timeline, budget, or current tool, so the team can compare and prioritize leads after the show.
They turn your pile of conversations into records you can compare. When every lead from a show answers the same questions, your follow-up owner can sort by what matters for that event. Then they work the best leads first.
How many should you ask?
Ask a few, and tie each one to the event’s goal, such as a product launch or the segment the show draws. When your rep can’t fill a required field, they make something up. So keep the set small enough to cover in a normal booth conversation.
Who answers them?
Your rep, during the conversation. When they record it, structured extraction can fill in an answer the prospect already gave, and they confirm it. Then the answers sit beside a lead heat rating, so your team knows which leads to work first.
Where do you find it in FieldXM?
Set your own qualification questions for each event, and your reps see them in the FieldXM mobile app. FieldXM fills in the lead fields and notes from the conversation for them.
Related terms
- Structured extractionStructured extraction is the use of AI to turn a conversation transcript into filled lead fields and notes, such as pain points, product interest, and next steps, that an owner can sort and act on.
- Lead heatLead heat is a quick rating of a lead's interest, usually Hot, Warm, or Cold, that the rep records at capture to signal how urgently the follow-up owner should act.
- Conversation captureConversation capture is the practice of preserving what a prospect said in an in-person sales conversation as structured lead context, such as pain points, product interest, and next steps.
- Pre-show planA pre-show plan is the shared document or workspace that sets an event's goals, target accounts, owners, meetings, logistics, and follow-up expectations before the team travels, and teams often circulate it as a kickoff doc.
- First touchFirst touch is the first recorded sales activity on a captured lead, such as a call, an email, or a sequence enrollment, and the moment that stops its follow-up clock.
- Lead qualificationLead qualification is the step that decides whether a lead fits and is ready for sales follow-up, using criteria such as budget, authority, need, and timing, or a team's own questions.
See it in FieldXM
- Universal lead captureYour reps keep talking while the FieldXM mobile app writes the notes and fills in your own qualification questions. They scan any badge at any show.
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