{"id":1719,"date":"2025-10-14T16:28:19","date_gmt":"2025-10-14T16:28:19","guid":{"rendered":"https:\/\/100.53.225.157\/?page_id=1719"},"modified":"2026-02-17T21:49:59","modified_gmt":"2026-02-17T21:49:59","slug":"the-ultimate-qualification-script-for-smb-sales-teams","status":"publish","type":"page","link":"https:\/\/www.telemarketing.com\/resource-center\/script-templates\/the-ultimate-qualification-script-for-smb-sales-teams\/","title":{"rendered":"The Ultimate Qualification Script for SMB Sales Teams"},"content":{"rendered":"\t\t
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\n\t\t\t\t\n\t\t\t\t<\/path><\/svg>\t\t\t\t<\/span>\n\t\t\t<\/div>\n\t\t\t\n\t\t\t\t\t\t
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\n\t\t\t\t\t\t\n\t\t\t\t\t\t\tResource Center > Script Template\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/h2>\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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B2B SMB Qualification Script: A Practical Framework for Effective Discovery Calls<\/h1>\t\t\t\t<\/div>\n\t\t\t\t
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3-page white paper | Instant access \u2022 Proven framework for qualifying leads and improving conversion <\/div>\t\t\t\t<\/div>\n\t\t\t\t
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What You\u2019ll Learn Section<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Wasted time on poorly qualified leads can drain budgets and morale\u2014especially for SMB sales teams. This white paper gives you a ready-to-use qualification script based on research-backed frameworks like BANT and CHAMP. It\u2019s designed to help agents run more authentic, productive discovery calls that turn prospects into opportunities<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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  • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tHow to open conversations with empathy and earn attention in the first 30 seconds<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
  • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tA proven 4-step qualification structure that blends BANT and CHAMP for better flow and results<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
  • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tCoaching techniques that make scripts sound natural, not robotic<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
  • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tThe KPIs that matter most: qualification rate, meeting-set rate, and conversion impact<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    A strong qualification script isn\u2019t about reading lines\u2014it\u2019s about creating structure for real conversation. Use this framework to help agents qualify faster, listen better, and focus on the prospects who actually convert.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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    Get Instant Access!<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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    Fill out your details to get your free PDF guide instantly.<\/div>\t\t\t\t<\/div>\n\t\t\t\t
    \n\t\t\t\t\t\r\n\r\n\r\n \r\n \r\n Telemarketing Lead Form<\/title>\r\n\r\n <!-- Bootstrap 5 CSS -->\r\n <link href=\"https:\/\/cdn.jsdelivr.net\/npm\/bootstrap@5.3.3\/dist\/css\/bootstrap.min.css\" rel=\"stylesheet\">\r\n\r\n <!-- intl-tel-input CSS -->\r\n <link rel=\"stylesheet\" href=\"https:\/\/cdn.jsdelivr.net\/npm\/intl-tel-input@23.0.7\/build\/css\/intlTelInput.css\">\r\n\r\n <!-- Cloudflare Turnstile -->\r\n <script src=\"https:\/\/challenges.cloudflare.com\/turnstile\/v0\/api.js\" async defer><\/script>\r\n\r\n <style>\r\n .iti { width: 100%; margin-bottom: 0; }\r\n select:required:invalid { color: #6c757d; }\r\n option[value=\"\"][disabled] { color: #6c757d; }\r\n\r\n \/* === Keep box sizes the same as the previous working version === *\/\r\n :root{\r\n --an-control-height: calc(2.875rem + 2px);\r\n --an-control-font-size: 1.25rem;\r\n --an-control-py: 0.5rem;\r\n --an-control-px: 0.75rem;\r\n --an-feedback-slot: 1rem; \/* fixed row for messages (no layout shift) *\/\r\n }\r\n input.form-control,\r\n select.form-select,\r\n textarea.form-control{\r\n height: var(--an-control-height);\r\n font-size: 16px;\r\n padding: var(--an-control-py) var(--an-control-px);\r\n line-height: 1.5;\r\n }\r\n textarea.form-control{\r\n resize: vertical;\r\n min-height: var(--an-control-height);\r\n }\r\n .is-valid{ border-color:#198754 !important; }\r\n .is-invalid{ border-color:#dc3545 !important; }\r\n\r\n \/* === No-layout-shift feedback: 2-row grid [control][message] === *\/\r\n .feedback-wrap{\r\n display: grid;\r\n grid-template-rows: auto var(--an-feedback-slot);\r\n }\r\n .feedback-wrap .invalid-feedback,\r\n .feedback-wrap .valid-feedback{\r\n margin: 0;\r\n font-size: .8125rem;\r\n line-height: 1rem;\r\n visibility: hidden; \/* row is reserved, text hidden by default *\/\r\n align-self: center;\r\n }\r\n \/* Normal fields: reveal message from input\/select state *\/\r\n .feedback-wrap .is-invalid ~ .invalid-feedback,\r\n .feedback-wrap .is-valid ~ .valid-feedback{\r\n visibility: visible;\r\n }\r\n \/* Phone field: plugin wraps input \u2192 toggle wrapper class to reveal message *\/\r\n .feedback-wrap.show-invalid .invalid-feedback{ visibility: visible; }\r\n\r\n \/* === NEW: reduce vertical spacing BETWEEN boxes by ~20% (boxes unchanged) === *\/\r\n .row.g-3 { --bs-gutter-y: calc(var(--bs-gutter-y) * 0.8); }\r\n .mt-1 { margin-top: calc(0.25rem * 0.8) !important; }\r\n .mt-2 { margin-top: calc(0.5rem * 0.8) !important; }\r\n .mt-3 { margin-top: calc(1rem * 0.8) !important; }\r\n .row.g-3.mt-1.pho-ema .col-md-6 {\r\n width: 100%;\r\n }\r\n \r\n .row.g-3.mt-1.pho-ema .col-md-6 input{\r\n border-color: #dee2e6;\r\n }\r\n .btn-primary {\r\n --bs-btn-color: #fff;\r\n --bs-btn-bg: #21a0a0;\r\n --bs-btn-border-color: #21A0A0;\r\n --bs-btn-hover-color: #fff;\r\n --bs-btn-hover-bg: #046865;\r\n --bs-btn-hover-border-color: #046865;\r\n --bs-btn-focus-shadow-rgb: 49, 132, 253;\r\n --bs-btn-active-color: #fff;\r\n --bs-btn-active-bg: #046865;\r\n --bs-btn-active-border-color: #046865;\r\n --bs-btn-active-shadow: inset 0 3px 5px rgba(0, 0, 0, 0.125);\r\n --bs-btn-disabled-color: #fff;\r\n --bs-btn-disabled-bg: #9f9f9f;\r\n --bs-btn-disabled-border-color: #9f9f9f;\r\n }\r\n button.iti__selected-country:hover {\r\n background-color: #e3e3e3;\r\n padding-right: 8px;\r\n color: #000;\r\n }\r\n .textarea-field, textarea#interested {\r\n display: none;\r\n }\r\n <\/style>\r\n<\/head>\r\n<body class=\"bg-light\">\r\n\r\n<div class=\"container\">\r\n <div class=\"form-container p-0 mt-4\">\r\n <form class=\"validatorServerSide needs-validation\"\r\n method=\"post\"\r\n action=\"https:\/\/frm.answernet.com\/handler\/crm_saleslead.asp\"\r\n onsubmit=\"return validateForm(event);\"\r\n id=\"salesForm\"\r\n novalidate>\r\n\r\n <!-- Hidden preset\/tracking fields -->\r\n <div class=\"d-none\">\r\n <!-- URL of Confirmation Page -->\r\n <input type=\"hidden\" name=\"return_page\" value=\"https:\/\/www.telemarketing.com\/resource-center\/script-templates\/the-ultimate-qualification-script-for-smb-sales-teams\/u-q-s-thank-you\/\">\r\n <!-- Our Company Name or Division -->\r\n <input type=\"hidden\" name=\"answernet_company\" value=\"AnswerNet\">\r\n <!-- Phone Number as on Website Contact Page -->\r\n <input type=\"hidden\" name=\"answernet_phone\" value=\"800-411-5777\">\r\n <!-- Website Source -->\r\n <input type=\"hidden\" name=\"website\" value=\"Telemarketing.com\">\r\n <!-- Replace PAGE-URL with URL of Webform Page -->\r\n <input type=\"hidden\" name=\"comments\" value=\"https:\/\/www.telemarketing.com\/\">\r\n <!-- Replace SERVICE with Name of Service PromoteD on Web form page -->\r\n <input type=\"hidden\" name=\"interested\" value=\"Downloaded Qualification Script for SMB Sales Teams\" \/>\r\n <!-- SET to the group it needs to arrive to: Inbound, Outbound or Both -->\r\n <input type=\"hidden\" id=\"call_type\" name=\"call_type\" value=\"Outbound\">\r\n <!-- Set appropriate \"source\" if known for an ad landing page -->\r\n <input type=\"hidden\" name=\"source\" value=\"31\">\r\n \r\n <!-- Capture user's IP and form URL -->\r\n <input type=\"hidden\" name=\"remote_ip\" value=\"\">\r\n <input type=\"hidden\" name=\"form_url\" value=\"\">\r\n\r\n <!-- UTM -->\r\n <input type=\"hidden\" name=\"utm_source\" value=\"\">\r\n <input type=\"hidden\" name=\"utm_medium\" value=\"\">\r\n <input type=\"hidden\" name=\"utm_campaign\" value=\"\">\r\n\r\n <!-- Traffic detection -->\r\n <input type=\"hidden\" id=\"traffic_channel\" name=\"traffic_channel\" value=\"\">\r\n <input type=\"hidden\" id=\"referrer_domain\" name=\"referrer_domain\" value=\"\">\r\n <input type=\"hidden\" id=\"search_keyword\" name=\"search_keyword\" value=\"\">\r\n\r\n <!-- Security + phone -->\r\n <input type=\"hidden\" id=\"turnstileToken\" name=\"turnstile_token\" value=\"\">\r\n <input type=\"hidden\" id=\"workPhoneE164\" name=\"workPhone_e164\" value=\"\">\r\n\r\n <!-- Country (hidden select auto-populated from dial code) -->\r\n <select id=\"country\" name=\"country\" class=\"form-select\" required>\r\n <option value=\"\" selected disabled hidden>* Country<\/option>\r\n <option value=\"USA\">USA<\/option>\r\n <option value=\"Canada\">Canada<\/option>\r\n <option value=\"Other\">Other<\/option> <!-- MX maps to Other by default -->\r\n <\/select>\r\n <\/div>\r\n\r\n <!-- First\/Last name -->\r\n <div class=\"row g-3\">\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\">\r\n <input name=\"fname\" id=\"fname\" class=\"form-control\" placeholder=\"* First Name\" maxlength=\"20\" autocomplete=\"given-name\" required>\r\n <div class=\"invalid-feedback\">Please enter your first name.<\/div>\r\n <\/div>\r\n <\/div>\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\">\r\n <input name=\"lname\" id=\"lname\" class=\"form-control\" placeholder=\"* Last Name\" maxlength=\"20\" autocomplete=\"family-name\" required>\r\n <div class=\"invalid-feedback\">Please enter your last name.<\/div>\r\n <\/div>\r\n <\/div>\r\n <\/div>\r\n\r\n <!-- Phone + Email (same row) -->\r\n <div class=\"row g-3 mt-1 pho-ema\">\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\" id=\"phoneWrap\">\r\n <input name=\"workPhone\" type=\"tel\" id=\"workPhone\" class=\"form-control\"\r\n inputmode=\"tel\" autocomplete=\"tel\" aria-label=\"Phone Number\"\r\n placeholder=\"* Phone Number\" pattern=\"^[0-9()\\\\s\\\\-]*$\" maxlength=\"20\" required>\r\n <div class=\"invalid-feedback\">Please enter a valid phone number.<\/div>\r\n <\/div>\r\n <\/div>\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\">\r\n <input name=\"email\" type=\"email\" id=\"email\" class=\"form-control\"\r\n placeholder=\"* Email Address\"\r\n pattern=\"^[a-zA-Z0-9._%+-]+@[a-zA-Z0-9.-]+\\\\.[a-zA-Z]{2,}$\"\r\n title=\"Enter a valid email\" autocomplete=\"email\" required>\r\n <div class=\"invalid-feedback\">Please provide a valid email address.<\/div>\r\n <\/div>\r\n <\/div>\r\n <\/div>\r\n\r\n <!-- Company + State\/Province (same row) -->\r\n <div class=\"row g-3 mt-1\">\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\">\r\n <input name=\"company\" id=\"company\" class=\"form-control\" placeholder=\"* Company Name\" autocomplete=\"organization\" required>\r\n <div class=\"invalid-feedback\">Please enter your company name.<\/div>\r\n <\/div>\r\n <\/div>\r\n <div class=\"col-md-6\">\r\n <div class=\"feedback-wrap\">\r\n <select id=\"state\" name=\"state\" class=\"form-select rounded\" required>\r\n <option value=\"\" selected disabled hidden>* State\/Province<\/option>\r\n <option value=\"Alabama\">Alabama<\/option>\r\n <option value=\"Alaska\">Alaska<\/option>\r\n <option value=\"Arizona\">Arizona<\/option>\r\n <option value=\"Arkansas\">Arkansas<\/option>\r\n <option value=\"California\">California<\/option>\r\n <option value=\"Colorado\">Colorado<\/option>\r\n <option value=\"Connecticut\">Connecticut<\/option>\r\n <option value=\"Delaware\">Delaware<\/option>\r\n <option value=\"Florida\">Florida<\/option>\r\n <option value=\"Georgia\">Georgia<\/option>\r\n <option value=\"Hawaii\">Hawaii<\/option>\r\n <option value=\"Idaho\">Idaho<\/option>\r\n <option value=\"Illinois\">Illinois<\/option>\r\n <option value=\"Indiana\">Indiana<\/option>\r\n <option value=\"Iowa\">Iowa<\/option>\r\n <option value=\"Kansas\">Kansas<\/option>\r\n <option value=\"Kentucky\">Kentucky<\/option>\r\n <option value=\"Louisiana\">Louisiana<\/option>\r\n <option value=\"Maine\">Maine<\/option>\r\n <option value=\"Maryland\">Maryland<\/option>\r\n <option value=\"Massachusetts\">Massachusetts<\/option>\r\n <option value=\"Michigan\">Michigan<\/option>\r\n <option value=\"Minnesota\">Minnesota<\/option>\r\n <option value=\"Mississippi\">Mississippi<\/option>\r\n <option value=\"Missouri\">Missouri<\/option>\r\n <option value=\"Montana\">Montana<\/option>\r\n <option value=\"Nebraska\">Nebraska<\/option>\r\n <option value=\"Nevada\">Nevada<\/option>\r\n <option value=\"New Hampshire\">New Hampshire<\/option>\r\n <option value=\"New Jersey\">New Jersey<\/option>\r\n <option value=\"New Mexico\">New Mexico<\/option>\r\n <option value=\"New York\">New York<\/option>\r\n <option value=\"North Carolina\">North Carolina<\/option>\r\n <option value=\"North Dakota\">North Dakota<\/option>\r\n <option value=\"Ohio\">Ohio<\/option>\r\n <option value=\"Oklahoma\">Oklahoma<\/option>\r\n <option value=\"Oregon\">Oregon<\/option>\r\n <option value=\"Pennsylvania\">Pennsylvania<\/option>\r\n <option value=\"Rhode Island\">Rhode Island<\/option>\r\n <option value=\"South Carolina\">South Carolina<\/option>\r\n <option value=\"South Dakota\">South Dakota<\/option>\r\n <option value=\"Tennessee\">Tennessee<\/option>\r\n <option value=\"Texas\">Texas<\/option>\r\n <option value=\"Utah\">Utah<\/option>\r\n <option value=\"Vermont\">Vermont<\/option>\r\n <option value=\"Virginia\">Virginia<\/option>\r\n <option value=\"Washington\">Washington<\/option>\r\n <option value=\"Washington DC\">Washington DC<\/option>\r\n <option value=\"West Virginia\">West Virginia<\/option>\r\n <option value=\"Wisconsin\">Wisconsin<\/option>\r\n <option value=\"Wyoming\">Wyoming<\/option>\r\n <option value=\"Other (International)\">Other (International)<\/option>\r\n <optgroup label=\"Canada\">\r\n <option value=\"Alberta\">Alberta (AB)<\/option>\r\n <option value=\"British Columbia\">British Columbia (BC)<\/option>\r\n <option value=\"Manitoba\">Manitoba (MB)<\/option>\r\n <option value=\"New Brunswick\">New Brunswick (NB)<\/option>\r\n <option value=\"New Foundland & Labrador\">New Foundland & Labrador (NF)<\/option>\r\n <option value=\"Nova Scotia\">Nova Scotia (NS)<\/option>\r\n <option value=\"Northwest Territories\">Northwest Territories (NT)<\/option>\r\n <option value=\"Nunavut\">Nunavut (NU)<\/option>\r\n <option value=\"Ontario\">Ontario (ON)<\/option>\r\n <option value=\"Prince Edward Island\">Prince Edward Island (PE)<\/option>\r\n <option value=\"Quebec\">Quebec (QC)<\/option>\r\n <option value=\"Saskatchewan\">Saskatchewan (SK)<\/option>\r\n <option value=\"Unknown Province\">Unknown Province<\/option>\r\n <option value=\"Yukon Territories\">Yukon Territories (YT)<\/option>\r\n <\/optgroup>\r\n <\/select>\r\n <div class=\"invalid-feedback\">Please select your state\/province.<\/div>\r\n <\/div>\r\n <\/div>\r\n <\/div>\r\n\r\n <!-- Message (label removed) -->\r\n <div class=\"row g-3 mt-3 textarea-field\">\r\n <div class=\"col-12\">\r\n <div class=\"feedback-wrap\">\r\n <textarea id=\"interested\" name=\"interested\" class=\"form-control\"\r\n placeholder=\"Tell us about the service you need\" maxlength=\"500\"><\/textarea>\r\n <div class=\"invalid-feedback\"> <\/div>\r\n <\/div>\r\n <\/div>\r\n <\/div>\r\n\r\n <!-- Consent -->\r\n <div class=\"row g-3 mt-2\">\r\n <div class=\"col-12 text-start\">\r\n <div class=\"form-check\">\r\n <input type=\"checkbox\" id=\"sms_consent\" name=\"sms_consent\" class=\"form-check-input\" value=\"yes\" required checked>\r\n <label class=\"form-check-label fs-6\" for=\"sms_consent\">\r\n By checking the box, I give express written consent to receive sales communication via SMS\/MMS from AnswerNet. Carrier rates may apply.\r\n <\/label>\r\n <div class=\"invalid-feedback\">Please accept to continue.<\/div>\r\n <\/div>\r\n <\/div>\r\n <\/div>\r\n\r\n <!-- Turnstile + Submit -->\r\n <div class=\"row g-3 mt-3\">\r\n <div class=\"col-12 text-center\">\r\n <div class=\"cf-turnstile mb-3\"\r\n data-sitekey=\"0x4AAAAAABn1ilvOslh6et2l\"\r\n data-refresh-expired=\"manual\"\r\n data-callback=\"onTurnstileSuccess\">\r\n <\/div>\r\n <input id=\"frsubmitButton\" type=\"submit\"\r\n class=\"btn btn-primary px-5\"\r\n value=\"Download Now\" disabled>\r\n <\/div>\r\n <\/div>\r\n\r\n <\/form>\r\n <\/div>\r\n<\/div>\r\n\r\n<!-- jQuery (required by jbvalidator) -->\r\n<script src=\"https:\/\/code.jquery.com\/jquery-3.7.1.min.js\"><\/script>\r\n\r\n<!-- Bootstrap 5 bundle -->\r\n<script src=\"https:\/\/cdn.jsdelivr.net\/npm\/bootstrap@5.3.3\/dist\/js\/bootstrap.bundle.min.js\"><\/script>\r\n\r\n<!-- jbvalidator -->\r\n<script src=\"https:\/\/cdn.jsdelivr.net\/npm\/@emretulek\/jbvalidator\"><\/script>\r\n\r\n<!-- intl-tel-input JS -->\r\n<script src=\"https:\/\/cdn.jsdelivr.net\/npm\/intl-tel-input@23.0.7\/build\/js\/intlTelInput.min.js\"><\/script>\r\n\r\n<script>\r\n \/* Safer query-param prefill (allowlist) *\/\r\n (function prefillFromQuery(){\r\n const allowed = new Set([\r\n 'utm_source','utm_medium','utm_campaign',\r\n 'fname','lname','email','workPhone','company','state','country','interested'\r\n ]);\r\n const qs = new URLSearchParams(location.search);\r\n qs.forEach((v,k)=>{\r\n if(!allowed.has(k)) return;\r\n try{\r\n const value = decodeURIComponent(v.replace(\/\\+\/g,'%20'));\r\n const el = document.querySelector(`[name=\"${CSS.escape(k)}\"]`);\r\n if(el) el.value = value;\r\n sessionStorage.setItem(k,value);\r\n }catch(e){}\r\n });\r\n allowed.forEach(k=>{\r\n const stored = sessionStorage.getItem(k);\r\n if(stored){\r\n const el = document.querySelector(`[name=\"${CSS.escape(k)}\"]`);\r\n if(el && !el.value) el.value = stored;\r\n }\r\n });\r\n })();\r\n\r\n \/* Traffic detection (does NOT change utm_*; writes separate fields) *\/\r\n (function detectTrafficChannel(){\r\n const params = new URLSearchParams(location.search);\r\n const ref = document.referrer || \"\";\r\n const refHost = (()=>{ try{ return ref ? new URL(ref).hostname : \"\"; }catch{ return \"\"; } })();\r\n const thisHost = location.hostname;\r\n\r\n const isPaidByUTM = \/^(cpc|ppc|paid|sem|paid-search)$\/i.test(params.get('utm_medium')||'');\r\n const hasClickId = ['gclid','msclkid','fbclid','ttclid'].some(k=>params.has(k));\r\n\r\n const searchEngines = [\r\n \/(^|\\.)google\\.\/i, \/(^|\\.)bing\\.com$\/i, \/(^|\\.)yahoo\\.\/i,\r\n \/(^|\\.)duckduckgo\\.com$\/i, \/(^|\\.)baidu\\.com$\/i, \/(^|\\.)yandex\\.\/i,\r\n \/(^|\\.)ask\\.com$\/i, \/(^|\\.)ecosia\\.org$\/i\r\n ];\r\n const isSearchReferrer = searchEngines.some(rx=>rx.test(refHost));\r\n\r\n let channel = 'direct';\r\n if (isPaidByUTM || hasClickId) channel = 'paid';\r\n else if (isSearchReferrer && refHost !== thisHost) channel = 'organic_search';\r\n else if (ref && refHost && refHost !== thisHost) channel = 'referral';\r\n\r\n let keyword = '';\r\n try{\r\n if(ref){\r\n const r = new URL(ref);\r\n const qp = r.searchParams;\r\n keyword = qp.get('q') || qp.get('p') || qp.get('wd') || qp.get('query') || '';\r\n if(keyword) keyword = decodeURIComponent(keyword.replace(\/\\+\/g,'%20'));\r\n }\r\n }catch{}\r\n\r\n const set = (id,v)=>{ const el = document.getElementById(id); if(el) el.value = v||''; };\r\n set('traffic_channel', channel);\r\n set('referrer_domain', refHost);\r\n set('search_keyword', keyword);\r\n })();\r\n\r\n \/\/ intl-tel-input setup (US\/CA\/MX)\r\n const phoneInput = document.getElementById('workPhone');\r\n const iti = window.intlTelInput(phoneInput, {\r\n separateDialCode: true,\r\n initialCountry: 'us',\r\n placeholderNumberType: 'MOBILE',\r\n nationalMode: true,\r\n formatAsYouType: true,\r\n onlyCountries: ['us','ca','mx'],\r\n utilsScript: 'https:\/\/cdn.jsdelivr.net\/npm\/intl-tel-input@23.0.7\/build\/js\/utils.js'\r\n });\r\n\r\n function phoneIsOkay(){\r\n if(!iti) return phoneInput.value.trim().length >= 7;\r\n if(iti.isValidNumber()) return true;\r\n if(iti.isPossibleNumber && iti.isPossibleNumber()) return true;\r\n if(iti.getValidationError){\r\n const err = iti.getValidationError(); \/\/ 0 ok, 1 invalid country, 2 short, 3 long, 4 NaN\r\n if(err===0 || err===1) return true;\r\n }\r\n return false;\r\n }\r\n\r\n function sanitizePhoneInput(e){\r\n const el = e.target;\r\n const start = el.selectionStart;\r\n const before = el.value;\r\n const after = before.replace(\/[^0-9()\\\\s\\\\-]\/g,''); \/\/ allow digits, spaces, (), -\r\n if(after!==before){\r\n el.value = after;\r\n const diff = before.length - after.length;\r\n const pos = Math.max(0,(start||after.length)-diff);\r\n try{ el.setSelectionRange(pos,pos); }catch{}\r\n }\r\n }\r\n\r\n const phoneWrap = document.getElementById('phoneWrap');\r\n\r\n function updatePhoneValidity(){\r\n const hasValue = phoneInput.value.trim().length>0;\r\n const ok = hasValue ? phoneIsOkay() : true;\r\n\r\n if(!ok){\r\n phoneInput.setCustomValidity('Invalid phone number');\r\n phoneInput.classList.add('is-invalid');\r\n phoneInput.classList.remove('is-valid');\r\n phoneWrap.classList.add('show-invalid'); \/\/ reveal message row for plugin field\r\n }else{\r\n phoneInput.setCustomValidity('');\r\n if(hasValue){\r\n phoneInput.classList.add('is-valid');\r\n phoneInput.classList.remove('is-invalid');\r\n phoneWrap.classList.remove('show-invalid');\r\n }else{\r\n phoneInput.classList.remove('is-valid','is-invalid');\r\n phoneWrap.classList.remove('show-invalid');\r\n }\r\n }\r\n }\r\n\r\n \/\/ Sync hidden Country from dial code\r\n const countrySelect = document.getElementById('country');\r\n function syncCountryFromDialFlag(){\r\n const iso2 = iti.getSelectedCountryData().iso2;\r\n if(iso2==='us') countrySelect.value = 'USA';\r\n else if(iso2==='ca') countrySelect.value = 'Canada';\r\n else countrySelect.value = 'Other';\r\n }\r\n\r\n \/\/ jbvalidator\r\n $(function(){\r\n $('form.needs-validation').jbvalidator({ errorMessage:true, successClass:true });\r\n $('form.validatorServerSide').jbvalidator({ errorMessage:true, successClass:true });\r\n });\r\n\r\n \/\/ Listeners\r\n phoneInput.addEventListener('input', e=>{ sanitizePhoneInput(e); updatePhoneValidity(); });\r\n phoneInput.addEventListener('blur', updatePhoneValidity);\r\n phoneInput.addEventListener('countrychange', ()=>{ updatePhoneValidity(); syncCountryFromDialFlag(); });\r\n\r\n \/\/ Initial sync\/checks\r\n syncCountryFromDialFlag();\r\n setTimeout(updatePhoneValidity, 100);\r\n\r\n \/\/ Turnstile callback (must be global)\r\n window.onTurnstileSuccess = function(token){\r\n document.getElementById('turnstileToken').value = token || '';\r\n document.getElementById('frsubmitButton').disabled = false;\r\n };\r\n\r\n \/\/ Submit guard + E.164 capture\r\n function validateForm(event){\r\n const form = document.getElementById('salesForm');\r\n\r\n if(!form.checkValidity()){\r\n event.preventDefault(); event.stopPropagation();\r\n form.classList.add('was-validated');\r\n return false;\r\n }\r\n\r\n if(!phoneIsOkay()){\r\n event.preventDefault(); event.stopPropagation();\r\n phoneInput.setCustomValidity('Invalid phone number');\r\n phoneInput.classList.add('is-invalid');\r\n phoneWrap.classList.add('show-invalid');\r\n phoneInput.focus();\r\n return false;\r\n }else{\r\n phoneInput.setCustomValidity('');\r\n }\r\n\r\n const token = document.getElementById('turnstileToken').value;\r\n if(!token){\r\n event.preventDefault(); event.stopPropagation();\r\n alert('Please complete the verification.');\r\n return false;\r\n }\r\n\r\n document.getElementById('workPhoneE164').value = iti.getNumber() || '';\r\n return true;\r\n }\r\n<\/script>\r\n\r\n\r\n\r\n\r\n\r\n<\/body>\r\n<\/html>\r\n\r\n\r\n\r\n\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0e4100c e-flex e-con-boxed e-con e-parent\" data-id=\"0e4100c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[],"background_background":"classic"}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-04273cd e-con-full e-flex e-con e-child\" data-id=\"04273cd\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"background_background":"classic","jet_parallax_layout_list":[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-650ef4d elementor-widget elementor-widget-jet-headline\" data-id=\"650ef4d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-headline.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"jet-headline jet-headline--direction-horizontal\"><span class=\"jet-headline__part jet-headline__first\"><span class=\"jet-headline__label\">Don\u2019t Do It Alone - <\/span><\/span><span class=\"jet-headline__space\"> <\/span><span class=\"jet-headline__part jet-headline__second\"><span class=\"jet-headline__label\"> Get Expert Support<\/span><\/span><\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-327a58a e-con-full e-flex e-con e-child\" data-id=\"327a58a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-010f92a elementor-widget elementor-widget-text-editor\" data-id=\"010f92a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Putting this system into practice requires consistent drills, coaching, and measurement. Partner with a team that already runs this playbook so you can accelerate adoption, free up manager time, and see measurable improvements in connect and conversion rates.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7c10b89 e-con-full e-flex e-con e-child\" data-id=\"7c10b89\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d5cc955 elementor-mobile-align-center elementor-widget elementor-widget-button\" data-id=\"d5cc955\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.telemarketing.com\/services\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-angle-double-right\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34zm192-34l-136-136c-9.4-9.4-24.6-9.4-33.9 0l-22.6 22.6c-9.4 9.4-9.4 24.6 0 33.9l96.4 96.4-96.4 96.4c-9.4 9.4-9.4 24.6 0 33.9l22.6 22.6c9.4 9.4 24.6 9.4 33.9 0l136-136c9.4-9.2 9.4-24.4 0-33.8z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Explore Our Services<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9c0a446 elementor-mobile-align-center elementor-widget elementor-widget-button\" data-id=\"9c0a446\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.telemarketing.com\/contact-us\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-angle-double-right\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M224.3 273l-136 136c-9.4 9.4-24.6 9.4-33.9 0l-22.6-22.6c-9.4-9.4-9.4-24.6 0-33.9l96.4-96.4-96.4-96.4c-9.4-9.4-9.4-24.6 0-33.9L54.3 103c9.4-9.4 24.6-9.4 33.9 0l136 136c9.5 9.4 9.5 24.6.1 34zm192-34l-136-136c-9.4-9.4-24.6-9.4-33.9 0l-22.6 22.6c-9.4 9.4-9.4 24.6 0 33.9l96.4 96.4-96.4 96.4c-9.4 9.4-9.4 24.6 0 33.9l22.6 22.6c9.4 9.4 24.6 9.4 33.9 0l136-136c9.4-9.2 9.4-24.4 0-33.8z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Request a Quote<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f82cb7f e-flex e-con-boxed e-con e-parent\" data-id=\"f82cb7f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b4c64ab elementor-widget elementor-widget-template\" data-id=\"b4c64ab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data-elementor-id=\"1232\" class=\"elementor elementor-1232\" data-elementor-post-type=\"elementor_library\">\n\t\t\t<div class=\"elementor-element elementor-element-62e68d0 e-flex e-con-boxed e-con e-parent\" data-id=\"62e68d0\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"background_background":"classic","jet_parallax_layout_list":[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-ce18b8d e-con-full e-flex e-con e-child\" data-id=\"ce18b8d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d19c819 elementor-widget elementor-widget-heading\" data-id=\"d19c819\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Learn From Teams Running Campaigns Right Now<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8f24071 elementor-widget elementor-widget-text-editor\" data-id=\"8f24071\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">We build and train outbound programs across industries\u2014from healthcare to tech. Everything we share here is tested in real campaigns and proven to work.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6a86666 e-con-full e-flex e-con e-child\" data-id=\"6a86666\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t<div class=\"elementor-element elementor-element-e31e6ad e-grid e-con-full e-con e-child\" data-id=\"e31e6ad\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{"jet_parallax_layout_list":[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6ae2b70 elementor-position-top elementor-widget elementor-widget-image-box\" data-id=\"6ae2b70\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/compliance-checklists\/\" tabindex=\"-1\"><img decoding=\"async\" width=\"348\" height=\"196\" src=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133.png\" class=\"attachment-full size-full wp-image-1233\" alt=\"\" srcset=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133.png 348w, https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-300x169.png 300w\" sizes=\"(max-width: 348px) 100vw, 348px\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/compliance-checklists\/\">DNC\/TCPA awareness baked into every play <\/a><\/h3><p class=\"elementor-image-box-description\">Explore Compliance Checklists<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c9f3a0b elementor-position-top elementor-widget elementor-widget-image-box\" data-id=\"c9f3a0b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/script-templates\/\" tabindex=\"-1\"><img decoding=\"async\" width=\"348\" height=\"196\" src=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-1.png\" class=\"attachment-full size-full wp-image-1234\" alt=\"\" srcset=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-1.png 348w, https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-1-300x169.png 300w\" sizes=\"(max-width: 348px) 100vw, 348px\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/script-templates\/\"> Script coaching for empathy and clarity <\/a><\/h3><p class=\"elementor-image-box-description\">Explore Script Templates<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6678b2a elementor-position-top elementor-widget elementor-widget-image-box\" data-id=\"6678b2a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image-box.default\">\n\t\t\t\t\t<div class=\"elementor-image-box-wrapper\"><figure class=\"elementor-image-box-img\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/toolkit\/\" tabindex=\"-1\"><img loading=\"lazy\" decoding=\"async\" width=\"348\" height=\"196\" src=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-2.png\" class=\"attachment-full size-full wp-image-1235\" alt=\"\" srcset=\"https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-2.png 348w, https:\/\/www.telemarketing.com\/wp-content\/uploads\/2025\/10\/Frame-133-2-300x169.png 300w\" sizes=\"(max-width: 348px) 100vw, 348px\" \/><\/a><\/figure><div class=\"elementor-image-box-content\"><h3 class=\"elementor-image-box-title\"><a href=\"https:\/\/www.telemarketing.com\/resource-center\/toolkit\/\">KPI dashboards that drive decisions, not guesses<\/a><\/h3><p class=\"elementor-image-box-description\">Explore Outbound Toolkit<\/p><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Resource Center > Script Template B2B SMB Qualification Script: A Practical Framework for Effective Discovery Calls 3-page white paper | Instant access \u2022 Proven framework for qualifying leads and improving conversion What You\u2019ll Learn Section Wasted time on poorly qualified leads can drain budgets and morale\u2014especially for SMB sales teams. This white paper gives you […]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":1413,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-1719","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>B2B Lead Qualification Script for SMB Sales Teams<\/title>\n<meta name=\"description\" content=\"A proven lead qualification framework with discovery call scripts, qualifying questions, and practical tips for SMB sales teams.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.telesalesus.net\/resource-center\/script-templates\/the-ultimate-qualification-script-for-smb-sales-teams\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta 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