How do you qualify and route leads to improve lead quality without killing volume (forms, questions, scoring)?

Phase 1. Always use reCAPTCHA and honeypot technology to keep the bots out.

- If you don't have enough leads to keep the sales team busy, let them sort the good/bad ones and just try to get your conversion rates up and volume high. If they have bandwidth to qualify people, let them do their jobs.

Phase 2. If your getting plenty of leads to keep sales folks busy - but need to suppress the "bad ones" then use a CRM to score and workflow leads based on behavior. For example, if you don't like "@gmail" emails for B2B leads, you may want to auto-send them a follow up email to measure quality/interest. If they use a business email pass them straight to sales.

Also use scoring like (pages visited, geolocation, time on site, social media engagement, and traffic sources to score leads. Once they pass the minimum threshold, then pass them to sales.

Phase 3. If your still fighting quality, the final layer you can apply is 3rd party technology. Integrating your CRM with a data enrichment provider is the gold standard for major brands that require more comprehensive, accurate, and in-depth data at scale. Zoominfo is a mojor player in this space and works with HubSpot, Salesforce, and ZOHO. Cognism is big in the EU due to GDPR compliance.