We have a contact form on each page of our marketing site. We ask for a name, phone and email. We made it simple b/c our goal was to get as many people/companies to submit their information.
Within the last 3 years, I find that 9 out of 10 leads are window shoppers, which is fine. It's like trying to sell a car to someone who's thinking about getting their driver's license. That initial sales call can also be awkward b/c I'm trying to learn the person's specific needs.
I would like to be better prepared on the initial sales call. Should we require more information on our contact form to better qualify these leads or will this backfire and stop legitimate customers from submitting their information?