It is so important to qualify your leads before engaging with them or before you spend too much time with them. You may have a pipeline of inbound leads, but if they are not adequately qualified, you are wasting time, energy and talent.
Sales qualification is the point in your sales process where you evaluate whether or not your prospect is a good fit for your solution. As a salesperson, you are looking for prospects that fit into your ideal customer profile. If a prospect is not a good fit, it may be time to walk away.
Nothing frustrates a sale team more than engaging a potential prospect only to find out that they are not qualified.
Is it a qualified lead?
Both your sales and marketing team need to work together to assess whether a lead is qualified:
1. Is the lead the primary decision-maker?
Before you get too far in to building a relationship with any lead, the first thing you should find out is whether you are talking to someone who can make a decision. In B2B sales, you may need to speak to several different people in the decision-making process. If you are not dealing with the primary decision-maker, then your lead is not qualified.
2. What are the reasons a lead doesn’t close?
Your job is not only generating new leads but to also nurture leads that are not yet qualified. Do you know what the top three reasons your lead didn’t close? The main reasons could be budget, timing, and not seeing the value of your solution. The more effectively you can nurture these leads, the more effectively you can get them to be sales-ready and hand them back to your sales team to close.
3. What qualities make a lead good or bad?
It is essential to get detailed feedback from your sales team about what they think makes for a particularly good or bad lead. Find out what factors they look for when they’re deciding which of their leads to call and figure out how you can generate more of those kinds of leads for them.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.
We understand the demand for quality leads and the need for your team to meet those demands. We are here to help and add value by finding tangible, highly qualified leads where we have secured a date and a time for an appointment. These individuals are in your target audience, at the right decision-making level and have an interest in your solution. Taking away this pressure from your Sales team allows them to focus their time on closing deals and generating revenue.
If you are considering outsourcing your appointment setting, contact us by email info@integrileads.com or phone (+353) 00353 87 3932630. Follow us on LinkedIn for all of our latest updates.
