4 Ways to Achieve Better Sales Qualification
The ‘discovery’ call is one of the most important conversations that sales reps have within their leads. This can turn out be the make or break call for you and your lead. However, it’s not immediately evident which path it might turn into. It is here, the sales qualification comes into the picture. By taking a right approach, you will be able to determine whether this association can lead to something fruitful, and if so, devise the subsequent course of action.
We present 4 ways which will guide through this process and help achieve better sales qualification:
1. There are more than one ways to keep the conversation active
It is not advisable to keep yourself bound to just a single strategy. Even though calling a qualified lead is still the primary tactic, sending out nurturing email should still be a crucial part of your conversation with the prospect. Event recruitment and webinar should also have some part to play.
As B2B marketers, you need to work to fuel and drive the sales pipeline, and to achieve that you need to quickly sieve the leads down the funnel. So use a wider net to target these leads keeping in mind that you are not the only ones interacting with them.
2. Lead nurturing is vital – and with a steady head
If lead nurturing and MQL development is your primary aim, you will face issues if your setup is in its initial stages. Setting up a proper lead nurture environment can be a time intensive process. In this process, you should be wary of stockpiling active leads to push out nurturing content ‘when’ it is ready. This can have reverse effects in terms of what you are trying to achieve. You need to strike the opportunity while it is hot or you may miss out on it completely.
3. Identify your target audience for better sales qualification
Sales teams must act smartly. They should be aware of all the KPIs for sale and use that information to segment and allocate right contacts to your reps. Here are some ways you can segment your target audience:
- Depending on vital topical initiatives
- Depending on key regions
- Depending on research behaviour
- Depending on company-related data
4. Don’t wait for ‘right’ person to show up
The journey from being a lead to buyer is vast and involves lot of people on the team. You should not ignore the lower or mid-level entities as very often they are much easier starting points for conversation. Waiting for that ‘right’ person to speak with may end up in loss of opportunity.