Having conditional qualifiers that are based on the type of lead or answers to a previous qualifying question would be very helpful. Depending on who we're talking to, some or all of the qualifying questions we'd like to ask may change.

When my team is at a conference, they might meet four different types of people that we would want to ask different questions to - it could be an enterprise organization we'd do business with directly, a broker/consultant who may have customers enterprise customers who would be a good fit for our business (partner selling motion), it may be a current customer where we'd like to document their experience working with us, or it could be another vendor/solution provider relationship that could be part of a marketplace or co-selling motion.