Define Sales Qualified Leads
How to Define Sales Qualified Leads
The world of digital marketing is growing rapidly by leaps and bounds. In order to generate sales leads, there are multiple channels and strategies used by businesses. With so many latest evolvement and advancements happening in digital marketing we are sure your organization is investing more in it than ever before and gathering more data of leads than you can really work on. Undoubtedly all sorts of latest technologies and advancements happening in the digital marketing world are effective in generating the sales leads, however; it to identify the high-quality sales leads and differentiate from the low-quality ones is still a challenging task for most of the organizations. Many b2b marketers struggle every day in generating high-quality sales leads. A study done by the Demand Generation Benchmark in 2016 says that 83% of b2b marketers generally pay attention more to the quality of leads rather than quantity.
In an organization, it is not only the responsibility of a marketing team to generate leads and determine the quality of sales qualified leads but it is also the responsibility of a sales team to contribute in this process. Determining sales qualified leads is not a cakewalk, this process demands to maintain a perfect balance between the quality and quantity of sales qualified leads. If it is sounding you too confusing to manage, don’t worry, simply think upon these questions and post that we are sure you would be able to define sales qualified leads.
Is your buyer’s persona too rigid that results in missing out on sales qualified leads?
Creating buyers persona is an essential part of the sales and marketing process. As we know that in a b2b domain, not single but many stakeholders are involved in making any buying decision and they also influence the buying decision. In such a situation if you tend to put all your focus on only one of the stakeholders then you are missing one good opportunity to entice the other stakeholders who are looking forward to be with you. Try to analyze and know more about all stakeholders for your product and services; and ensure you address each of them with their needs and objections in sales discussions and also in content marketing.
Are your sales professionals over-occupied with too many leads?
May times in the race of generating more and more leads marketing team make a mistake of passing all the leads to the sales team without classifying them properly. This approach of passing all sorts of leads together to the sales team results in low productivity of the sales team because with a huge volume of leads the sales team doesn’t get enough time to follow-up with each lead. If it is the case in your business too, then you need to re-define the definition of your sales-qualified leads. Re-calibrate the lead routing process once in a month as the lead generation volume goes high.
Are you asking your sales professionals for feedback?
Taking feedback from your sales team is necessary as they are the best source of information explaining to you what makes your products and services work and what not. Try to learn from them why certain leads turned into customers and why others not. This feedback of your sales team eases your decision-making process when it comes to presenting the products & services in front of the leads and engaging the leads with the right content. It also helps in re-formulating your content marketing strategies based on buyers’ behavior and preferences. Apart from this, it will help you analyze if also you are transferring too many of the improper and low-quality leads to the sales experts.
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