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The Complete Guide to Sales Qualification Frameworks
federicopresicci.com
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Lead qualification is just as important (if not even more) when we are discussing companies whose sales strategy is purely outbound; when the leads are not forwarded by the marketing team or a specialised lead generation vendor. “In such situations, it is on the sales team to prospect on their own and qualify leads from the very start.” One good thing about this is that salespeople can pre-disqualify leads by building a list that will be smartly targeted from the get-go.
Implementing a systematic approach to sales qualification also ensures that leads are assigned to sales reps in a fair and strategic manner. “This can involve matching sales qualified leads with reps based on areas of expertise, experience with similar customers, or current workload.” More importantly, providing salespeople with roughly the same amount of roughly the same quality of leads ensures a level playing field and prevents anyone from feeling jilted.
Implementing a systematic approach to sales qualification also ensures that leads are assigned to sales reps in a fair and strategic manner. “This can involve matching sales qualified leads with reps based on areas of expertise, experience with similar customers, or current workload.” More importantly, providing salespeople with roughly the same amount of roughly the same quality of leads ensures a level playing field and prevents anyone from feeling jilted.
At the top, you will find the sieve with the largest holes (the most lax qualification criteria), letting the largest percentage of the leads pass through. “Those who do not pass through are effectively disqualified.” As we go down our stack of sieves, the holes become smaller and smaller with each one, disqualifying more leads and making sure that only the most suitable ones pass through.