Client intake sales is the practice of gathering structured information from prospects before your first substantive conversation. Unlike casual discovery, effective client intake for sales follows a repeatable process that captures budget, authority, needs, and timeline consistently. The goal is twofold: qualify prospects so you invest time wisely, and prepare for conversations that address their specific situation. When done well, client intake transforms your sales meetings from fact-finding sessions into collaborative discussions about solutions.
How it works
From scan to conversation in three simple steps
Time it right
Send intake after initial interest is established but before detailed conversations. Typically after a demo request or content download.
Keep it focused
Ask only what you need to qualify and prepare. Respect prospect time with a scan that takes 5-10 minutes.
Use the insights
Reference their responses in your outreach. Show you've done your homework and value their time.
What you get
Everything you need to start better sales conversations
Qualified pipeline
Know which prospects are worth pursuing before you invest hours in meetings and proposals.
Meeting preparation
Walk into every call knowing their priorities, constraints, and decision-making process.
Shortened sales cycles
Skip redundant discovery. Move faster to the conversations that advance deals.
Better proposals
Craft proposals that address stated needs and priorities, not assumed ones.
CRM integration
Feed intake data into your sales tools for consistent tracking and reporting.
Scalable process
Handle volume without sacrificing personalisation. The intake does the heavy lifting.
When to use this
Common scenarios where this approach adds value
After initial contact
Once a prospect shows interest, intake qualifies them before you commit to a meeting.
Before proposals
Gather detailed requirements to ensure your proposal addresses their actual needs.
For account planning
Survey existing clients to identify expansion opportunities and renewal readiness.
During handoffs
When passing leads between SDRs and AEs, intake ensures context isn't lost.
Example talking points
AI-generated conversation starters based on scan responses
- 1Your intake mentioned you're evaluating three vendors. What criteria will determine your final decision?
- 2I see budget is already approved. That's great—let's focus on timeline and implementation approach.
- 3You indicated integration is a priority. Can you walk me through your current tech stack?
- 4Multiple team members will use this. Should we include them in the next conversation?