B2B Lead Qualification
Assesses the ability to qualify B2B leads with sound criteria: ICP, buying signals, discovery questions, BANT and MEDDIC, objections, prospecting and handoff to the AE. Suited for SDRs, BDRs and early-career account executives.
Sample questions
Taken from the template itself. Questions with a recorded answer key are left out, so reading this page cannot help anyone pass the test.
As the candidate sees it
B2B Lead Qualification
- 1.Short text
How would you respond to the objection "We already use a spreadsheet and it works fine"?
The lead is the fleet coordinator at a carrier with 90 trucks. Write what you would say in up to 3 sentences.
- 2.Long text
Based on this call, is the lead qualified? What is the next step?
Notes from your first call: • Transportes Rota Sul, 90 company-owned trucks, serving southern and southeastern Brazil. • Contact: Marcos, fleet coordinator. Tracks everything in spreadsheets. • Pain: diesel spend rose 18% in one year and nobody knows why. • Decision: operations director and CFO. Marcos has not spoken to them yet. • The contract with the current tracking provider expires in March. • No approved budget, but "if you prove savings, the CFO will release it". • Marcos asked for "a proposal by email". Classify the lead using BANT or MEDDIC, point out what is still unknown and say what you would do next.
- Shown once you copy the template
- Shown once you copy the template
- Shown once you copy the template
6 more questions in the full template.
How this template was made, and what you can check
Are these the real questions?
Yes. The questions on this page are the questions a candidate gets. They are not samples written for the site: they come from the template itself, word for word.
Why are some questions missing from this page?
Any question with a recorded answer key is left out, so that reading this page cannot help anyone pass. The count of what is missing is shown; the questions themselves appear once you copy the template.
Which language does the candidate see?
Every template exists in English and Portuguese. The candidate answers in theirs and you read in yours.
Will this template work on my plan?
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Use this template on your next opening
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What comes back to you
Short text
How would you respond to the objection "We already use a spreadsheet and it works fine"?
Answer
Score
Why this score
The question is real. The answer and the score are drawn as an example of what a review looks like.