Qualify & Follow Up UK & US
Lead Qualification Sheet
Use a free Excel qualification sheet to record evidence, missing information, a decision, an owner and a dated action. No sign-up required.
Decide what to do next with a B2B service enquiry. The workbook contains a blank Qualification form and three completed fictional examples. No score predicts whether someone will buy.
Download the Qualification Sheet (Excel) ↓
No sign-up is required. The file was prepared on 28 Oct 2026. It contains no macros and does not connect to your inbox or CRM.
What is included
Record the enquiry reference, receipt date, market, time zone and currency, buyer’s problem, fit, timing, commercial constraints, buying process, evidence and missing information. Then choose Progress, Clarify, Defer or Close and record the reason, owner, next action and due date.
The three filled examples cover a UK website request with missing information, a deferred US operations project and a request requiring on-site Chicago coverage that a remote-only provider cannot fulfil. Names, messages and outcomes are invented.
How to use it
- Save a copy in an access-controlled location. Duplicate the Qualification tab for each enquiry and give it an internal reference.
- Start with the buyer’s actual request and a dated source reference. Write Unknown where information is missing.
- Choose a decision and record its evidence, owner and next action. A decision is not a probability of winning.
- Add a due date and explicit time zone. Set the reminder in your calendar or CRM; this workbook sends no notifications.
- Review active and deferred enquiries weekly. Update the evidence and last-reviewed date.
Limits and handling notes
Unknown budget is not zero budget. A requested reply does not grant blanket permission for unrelated marketing. Keep unnecessary personal details out of the file, limit access and review retention. UK and US legal context and source limits are described in the qualification guide; the workbook is not a legal clearance tool.
The sheet is an editable working document. It cannot enforce a sales process, send reminders or verify the truth of a buyer’s statement. Read the workbook instructions before using it with real records.
Start with the guide
Why B2B Enquiries Fail to Become Customers explains how to audit ten requests. If the problem is keeping ownership and actions visible, use the CRM Selection Checklist next.