I have built this process a while back, for a company that I worked for:
Lead comes in with minimal information (name-email)
BD/Sales Manager does brief due diligence (check domain, check socials (LinkedIn) ) goal was to figure out size of the company, persons seniority, if they are using competition, what pain they might be having
write a short welcoming response inviting them to a demo call at nearest convenience.
During demo call, main rule was NO PDFs. 3-5 mins small talk, ask about their pain, show how current product can solve their pain (15-20mins max), offer “demo” account to test integration, create direct communication channel in slack or WhatsApp
Move to integration
This shortened deal close time from 8mo to 3mo, some deals were closed by EOW. Increased throughput of deals by 5x and allowed us to grow revenue from new leads 40% m-o-m for 12 months. Happy to expand on this if anybody is interested It was enterprise SaaS, just in case
