Purpose
Use this script during 20 to 30 minute discovery calls to identify fit quickly while still giving prospects a professional and helpful experience.
Sales Enablement
Lead Qualification Script for Discovery Calls
A consultative framework for qualifying startup and growth-stage opportunities across MVP development, scalable web platforms, and IoT dashboards.
Discovery Call Questions
Company Type and Context
- What does your company do, and who are your primary customers?
- What stage are you in right now: early startup, growth-stage, or established business?
- Is this initiative tied to your core product, internal operations, or both?
Project Goal
- What business outcome are you targeting in the next 3 to 6 months?
- How will you define success for this project?
- What happens if this initiative is delayed?
Budget
- Do you already have an approved budget range for this initiative?
- Are you considering fixed-scope delivery, phased delivery, or ongoing sprint support?
- Who controls budget approval?
Timeline
- When do you want to begin?
- Is there a hard deadline, such as launch timing, investor updates, or client commitments?
- What timeline would be acceptable for phase one?
Technical Scope
- Are you building a new MVP, scaling an existing web platform, or implementing an IoT dashboard?
- Do you already have requirements, wireframes, or technical documentation?
- Do you need end-to-end delivery support or help with specific parts only?
Decision-Making Stage
- Who are the decision-makers for technical direction and budget sign-off?
- Are you currently evaluating partners or narrowing a shortlist?
- Are you exploring, scoping, or ready to start?
Urgency and Momentum
- Why is now the right time for this project?
- What has prevented progress so far?
- What is the next internal milestone after this call?
Fit and Partnership Expectations
- What do you need most from a technical partner: speed, reliability, scalability, or strategic guidance?
- What would make this engagement successful from your perspective?
- What delivery risks are you most concerned about?
Scoring Rules
Score each category from 0 to 3. Maximum total score is 24.
Company and Use-Case Fit (3)
- 0: Outside target profile or unclear use case.
- 1: Partial fit with weak alignment to product or operations.
- 2: Good fit with clear use case relevance.
- 3: Strong fit for MVP, web platform, or IoT dashboard delivery.
Goal Clarity (3)
- 0: No clear objective.
- 1: Broad objective without measurable outcomes.
- 2: Clear objective and practical business outcomes.
- 3: Objective tied to KPIs, owners, and timeline.
Budget Readiness (3)
- 0: No budget and no approval path.
- 1: Budget unclear or unrealistic for scope.
- 2: Reasonable budget range, pending approval.
- 3: Approved, realistic budget aligned to goals.
Timeline Realism (3)
- 0: Unrealistic delivery expectations.
- 1: Timeline vague or inconsistent.
- 2: Realistic timeline with moderate flexibility.
- 3: Clear timeline with practical milestones.
Technical Scope Maturity (3)
- 0: Scope undefined.
- 1: Early ideas without prioritization.
- 2: Core scope defined for phase one.
- 3: Well-structured scope and clear priorities.
Decision Stage (3)
- 0: Very early, no owner or process.
- 1: Exploring with unclear buying path.
- 2: Active evaluation with known stakeholders.
- 3: Ready to select partner and start.
Urgency (3)
- 0: Low priority or no urgency.
- 1: General interest only.
- 2: Moderate urgency tied to a business milestone.
- 3: High urgency with clear cost of delay.
Partnership Alignment (3)
- 0: Misaligned expectations and poor collaboration fit.
- 1: Mixed alignment and communication gaps.
- 2: Good alignment on communication and delivery style.
- 3: Strong alignment on accountability, transparency, and outcomes.
Score Bands
- 19-24: Strong fit
- 14-18: Good potential, needs scope shaping
- 9-13: Weak fit now, nurture or discovery-only support
- 0-8: Not a fit at this stage
Red Flags
- No clear problem statement and only a generic request for developers.
- Unrealistic deadline with no flexibility on scope.
- No budget and no clear path to budget approval.
- Decision-maker is absent or disconnected from the process.
- Expectation of complete build before discovery or scoping.
- Poor ownership history with repeated partner changes and no internal accountability.
- Misalignment on communication cadence and project visibility.
Good-Fit Indicators
- Clear business outcome with urgency.
- Strong alignment with PTM Software capabilities in MVPs, scalable platforms, or IoT dashboards.
- Budget and timeline are realistic for phased delivery.
- Decision-makers are involved and available.
- Team is open to structured discovery and phased implementation.
- Client values reliability, scalability, and measurable outcomes.
- Communication style is transparent and collaborative.
Next-Step Recommendations
Strong Fit (19-24)
Book a solution workshop within 3 to 5 business days and prepare an architecture outline, phased timeline, and commercial proposal.
Good Potential (14-18)
Run a paid or fixed discovery phase to produce prioritized scope, technical approach, timeline options, and delivery plan.
Weak Fit for Now (9-13)
Share advisory guidance with required prerequisites and schedule a follow-up when budget, scope, or decision ownership matures.
Not a Fit (0-8)
Politely disqualify, explain why clearly, and provide referrals or lightweight guidance where useful.