Qualification question templates

Each question below has a verdict (yes, no or unknown), can be checked in public, and should be saved with the evidence it rests on. Pick five to ten, put the ones that rule accounts out first, and adapt the wording to what you sell. The method behind them is in How to write qualification questions an AI agent can answer.

Fit: should we contact them at all?

• Do they sell to other businesses?
• Is their headcount between [X] and [Y], per their LinkedIn company page?
• Do they operate in [region] or sell into it?
• Is their product [category], based on their own homepage?
• Are they an existing customer, partner or competitor? (A "yes" rules them out.)

Timing: is now a good moment?

• Have they posted a sales, marketing or RevOps role in the last 90 days?
• Did they announce funding in the last 12 months?
• Did they launch a product or enter a new market in the last six months?
• Has a new sales or marketing leader joined in the last six months?

Buyer: who do we talk to?

• Who leads sales, and how long have they been in the role?
• Is there a dedicated outbound or SDR team, judging by job titles?
• Does the sales leader post on LinkedIn at least monthly?

Personalization: what can the first line say?

• What is one specific, recent thing the company published (post, release, case study)? Quote it with the link.
• Which open role best shows what they are trying to fix?
• Do they mention a tool or process we replace, on their site or in a job post?

Rules for the agent

• Answer with yes, no or unknown. Never guess.
• Save the link or quote each answer rests on.
• Treat timing answers as stale after 30 days, fit answers after a year.
• Stop researching an account as soon as a fit question says no.