A guided 15-minute conversation that does two jobs at once: it qualifies the lead for an honest internal go/no-go, and it takes a plain-language read of the prospect's cyber health so we know exactly what to quote — and when a lead deserves our premium advisory.
Capture the basics so the record is useful later.
The single biggest signal of lead quality. A real trigger beats a polite "just looking" every time.
A light read across the five basics every business should have covered — mirrors the CSA Cyber Essentials backbone, so it ladders straight into the premium clinic.