01Record who replied
A receptionist asking you to send an email to a general inbox is a contact status. It does not by itself confirm interest from the relevant person. Establish the person's role, who reviews this type of offer and how to reach them.
02Find the reason for the request
Ask concise questions without suggesting the answer:
- What problem is the company looking to solve?
- Does the product or service fit the agreed target profile?
- What does the person want to see in the proposal, and are they willing to receive it?
- Who will review it and which next step makes sense?
Illustrative example — not an AXCEND case study
Two illustrative conversations
Products: “Send a catalogue to the general inbox” differs from “We are comparing packaging for a new line; send specifications to our engineer.” Services: “Send a presentation” differs from “We need a carrier for this route; send terms and a quote.” The latter replies identify a need and a recipient, but still do not confirm a purchase.
04Keep outcomes separate
Report proposal requests, qualified interest and readiness to consider a deal separately. Qualification requires relevant interest and willingness to receive a proposal under the contractual criteria. The sales follow-up team contacts the prospect again to discuss the proposal; your team handles custom quotes and contracts.