In marketing and sales, various methods have! been establishd to streamline work and improve cost performance, and “lead qualification,” which we will explain here, is one of them.
This lead qualification is widely usd mainly in the field of B2B marketing, and its aim is to increase efficiency by selecting highly promising customers rather than simply increasing the number of potential customers.
So, I would like to explain what lead qualification is, why it is so widespread, and the specific methods of lead qualification.
What is lead qualification?
2. The Nee for Lead Qualification
3 Lead Qualification Methods
4. Summary
What is Lead Qualification?
What is important in sales activities is how to acquire sweden whatsapp number data highly promising customer candidates (leads). There are techniques such as lead nurturing, which aims to turn low-potential leads into high-potential customers, but the lead qualification we will explain here is the process of selecting and narrowing down high-potential leads from a lead population.
Providing strategic telemarketing
To achieve results with inside sales, it is important to acquire leads (potential customers) in both quality and quantity.
Many companies use telemarketing for this purpose, but in recent years, due to confidentiality considerations, it is often the case that telephone sales do not reach the person in charge or the person with decision-making authority.
Therefore, Hajimari uses strategic telemarketing to acquire leads by name.
This allows you to turn target zones that were china’s “cross-border ec import and sales policy” not originally your company’s target or were a low-priority market into your own leads, greatly expanding your options for sales activities.
Learn more about strategic telemarketing
B2B marketing starts with lead generation (acquiring leads), then proceds to lead nurturing, which we explaind earlier. Here, leads are dividd into those with high potential and those without. Lead qualification is the process of narrowing down leads basd on the results of lead nurturing to those that are closest to becoming final customers.
This selection process takes place after the lead nurturing process has already taken place, so it marks the “finishing” stage of B2B marketing.
The Ned for Lead Qualification
We have mentione that lead qualification is the finishing step in B2B marketing. This finishing step is very important, and if lead qualification is not functioning properly, it will lead to inefficiency and a sense of futility in sales activities, so we will explain the necessity of lead qualification from two perspectives.
① Improving the efficiency of all sales activities (preventing inefficiencies)
Sales activities require a lot of human resources. Whether it’s traditional methods such as calling or visiting, or email or other marketing tools, it’s the salespeople who operate them.
The biggest benefit of using IT-basd methods such as MA tools and marketing tools is efficiency. Lead qualification can also be automate, so by narrowing canada cell numbers down the “leads that should be approache by humans” at this stage, unnecessary sales activities can be rducd. As a result, it leads to eliminating inefficiencies in sales activities overall.
②Appropriate allocation of sales resources (preventing a sense of futility)
As anyone who has experience in sales activities can imagine, no matter how hard you try to sell to a lead with low prospects, it rarely leads to results. However, you can’t cut corners and you approach them with all your might, but there are countless cases where you don’t get results. The result is a sense of futility. Salespeople are human, so the thought “I tried so hard and it didn’t work” leads to a drop in motivation.
By using lead qualification, you can deliver only those leads that are close to purchasing or closing to the sales department, which will dramatically improve your sales success rate, and this successful experience will also be useful for training less experienced salespeople.
Lead Qualification Methodology
The most reliable way to organize lead qualification is by scoring. Points are added for each action a lead takes, and the more points a lead receives, the closer they are to making a purchase.
For example, you can assign points to the following actions: