Overview
Required Subscription: Event Lead Capture
Lead Qualifiers are custom questions your reps answer when they capture a lead. They turn a scanned badge into a lead your sales team can act on: who they are, what they want, and how hot they are.
You set qualifiers up once per Event Flow, and every lead captured in that flow gets asked your questions in the order you choose.
Before You Start
You need an Admin role to add or edit qualifiers.
Qualifiers are built from custom fields. You can create one ahead of time in Field Manager, or create it on the spot with + Add Qualifier.
How Lead Qualifiers Work
Qualifiers only apply to leads captured in the Event Flow they are added to. To reuse questions in another flow, add the same custom field there.
Reps answer them in the mobile app on badge scans, paper card scans, and manual leads.
Map a qualifier to a CRM field and answers land on the lead record. See Mapping Qualifiers to Your CRM below.
Lead Qualifier Settings
Each qualifier has one of three settings, which control whether a rep can save the lead without answering it.
Setting | What Happens |
Required | The lead cannot be saved until a response is provided, except for leads captured via a Lead Capture Form. |
Necessary for Lead Completion | The lead can be saved without a response, but it is marked incomplete until the qualifier is answered. |
Optional | Reps can save the lead without responding to the qualifier. |
Note: For leads captured via the Lead Capture Form, their basic information is saved first, and the rep is then prompted to complete the qualifiers.
Response Types
Type | What the Rep Sees |
Single-Select | Pick one answer (radio button). This is the only type that can become a Dynamic Qualifier. |
Multi-Select | Pick any number of answers (checkboxes). |
Free Text | Type any letters or numbers. |
Numeric | Numbers only. |
Example Qualifiers
Product of Interest (Multi-Select: Lead Capture, Digital Business Cards)
Is this a decision maker? (Single-Select: Yes, No)
Lead Status (Single-Select: Hot, Warm, Cold)
Number of Employees (Numeric: e.g., 3000)
Notes on Next Steps (Free Text)
Setting Up Lead Qualifiers
Open the Event Flow you want to add qualifiers to.
Go to the Data Capture step.
Click + Add Qualifier.
Choose how to build it:
Use an existing custom field: pick it from the dropdown. Its type and options come with it.
Create a new one: enter the question, pick a response type, and add answer options for select types.
Turn on Required or Necessary for Lead Completion if needed. Leave both off to make it optional. See Lead Qualifier Settings above for how each one works.
Click Save to Flow. Changes are not saved until you do.
Capture a test lead in the Event Flow and confirm the answers appear on the lead in the dashboard.
Tip: Reusing existing custom fields keeps answers consistent across Event Flows, which makes reporting and CRM mapping much simpler.
Reordering Qualifiers
Drag qualifiers into the order you want. Put the questions that matter most for routing at the top, since that is what reps see first.
Mapping Qualifiers to Your CRM
Map qualifiers to fields on the lead in your CRM from Custom Mappings in your CRM integration settings. Set this up before the event so answers sync from the first scan.
Dynamic Qualifiers
A Dynamic Qualifier is a Single-Select qualifier that branches. Each answer can trigger its own set of follow-up questions, so reps only see what is relevant to that lead instead of your full list every time.
For example, a Role qualifier:
If the Rep Selects | Follow-Ups That Appear |
VP | Budget, Timeline |
Manager | Timeline, Team Size |
Individual Contributor | None |
A qualifier becomes dynamic as soon as you click Add Follow-Up on one of its answers. There is no separate toggle.
Note: Only Single-Select qualifiers can branch, and each Event Flow can have only one Dynamic Qualifier. Follow-ups are one layer deep.
For setup steps, limits, and how branching behaves on mobile, see Setting Up Dynamic Qualifiers in Event Flows.
User Experience on Mobile
After scanning a lead, whether by badge or paper, qualifiers appear while lead enrichment is processing.
They're displayed below the scanned image and above the enriched contact details, making it easy to capture context right away.
Note: Required qualifiers must be answered before the lead saves.
A Dynamic Qualifier shows a Possible follow-ups indicator. Once the rep picks an answer, that answer's follow-ups appear right below it.
Troubleshooting
Issue | What to Do |
A rep cannot save a lead | A Required qualifier has not been answered. Answer it or switch it to Optional in the Event Flow. |
Qualifiers are not showing on mobile | Confirm the rep is capturing in the Event Flow the qualifiers were added to. Qualifiers do not carry across flows. |
Qualifier answers are not showing in the CRM | Check that the qualifier is mapped in Custom Mappings. |
A custom field is greyed out in the picker | It is already in use in this Event Flow, either as a qualifier or as a Dynamic Qualifier follow-up. A field cannot be in both places. |
Answers show in the dashboard but not on mobile | The qualifier was removed from the Event Flow after the lead was captured. The data is kept on the lead. This is expected. |
💡 Tip
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