A Guide to Qualifying Sales Leads

Before you even require services from a sales intelligence company for sales leads qualification, you need to have satisfied customers first. And here is why:

It Helps Test Out New Ideas

If you are looking for new ideas to better yourself, you don’t have to look further than satisfied customers. They may lack foresight but the feedback from both satisfied and dissatisfied customers is a reasonable enough place to start.

Satisfied Customers Talk

I’m pretty sure all your friends heard about the best burger you have ever tasted and in the business world, that is called referral marketing. That said, satisfied customers are the key to referrals. 

Keep in mind that you can’t use them to promote a new product before you fix any issues they have with the existing product.

They Are a Bit Flexible to Changes

Say you want to make some changes and try something new: it is only satisfied customers who will bear with you and give whatever you are trying a chance. Dissatisfied customers will only brush it off, vehemently so I dare say.

Converting Leads Into Satisfied Customers

All you need to answer in this case is what convinces them to buy. The product of course matters first but there is more:

Relevance

When qualifying sales leads, whatever information you give them needs to be relevant. For relevance and context, you first need to know who they are. Sales intelligence is the key to this. 

Whether you do it yourself or hire a sales intelligence company matters not provided you get the job done. From the insights you gain, you can align your approach to their needs so whatever you put through to them is absolutely relevant.

Timing

Timing is absolutely critical in the conveyance of any information. Even the right information at the wrong time is just as useful as irrelevant information. 

Telling you I’m going to hit you after I have already introduced my palm to your face does nothing to help your cause. When reaching out to leads, make sure it is exactly at the right time and you offer the information they are looking for.

For instance, a lead may be looking for a product similar to yours and for information on pricing. You see where I am going with this, right? Time it just right and give the lead what they are looking for.

Content

Qualifying leads involves a stream of content in the sales cycle. Make sure you have enough meaningful content – emphasis on meaningful. 

Don’t put too much emphasis on telling prospects about your features and the benefits you offer. Instead, offer more meaningful information that helps them understand the problem they want to solve and how they can solve said problem. 

Leads need a lot of information before they make any decision to buy so they absolutely need to get it from you and not your competition.

Generating More Sales Leads for Your Business

On top of intelligent revenue operation, there are other ways of generating more leads to increase your revenue. The goal is having a regular stream of sales leads.

The easiest way is referrals. Your current customers can be your best source of sales before they already know what you are selling and are familiar with your services and work. 

With that in mind, make them an integral part of your qualifying sales leads operation. Referrals are more straightforward and simpler than intelligent revenue operations.