B2B companies are increasingly investing in lead generation. However, they often face difficulties in identifying leads ready to close a deal.
Previously, the number of leads used to be the most important goal. So the more leads in your sales funnel, the more sales opportunities your company should have.
However, the reality is quite different:
When it comes to converting, quality leads ready to close a deal has become more important than quantity.
An estimated 61% of B2B marketers send all leads directly to sales. But only 27% of these are qualified, ready-made leads.
This way, your sales executives waste a significant amount of time working leads that aren’t ready to close yet.
So if you want to optimize this process in your company
Keep reading. You’ll discover the most effective way to identify ready leads – and close more sales.
First step: what are leads ready to become customers of your company?
A sales-qualified lead is one that is lebanon telegram data ready to talk to your sales team. So, it is one that has purchasing power and is prepared to be engaged by your salesperson.
But to get to this point, it needs to meet leads ready to close a deal specific requirements. Therefore, the level of engagement of your leads will be a great indicator of your position in the sales funnel.
So if the lead has only visited your
Website once, or only followed your business on social media, they may not be ready.
If he downloads a product or requests what do you need to know about team building more information, the level of engagement will show that he is ready to be approached by the sales team.
If your company hasn’t created an ideal customer profile (ICP) yet , now is the time. After all, your sales team needs to have a specific idea of who your potential customers are when they’re prospecting.
So to determine if your lead is qualified, answer these three questions:
Is he the main decision maker? Or does cn numbers he have the purchasing power?
Are you ready to buy?
Is your problem a perfect fit for our products? This is in terms of budget, authority, need and time.
So make sure your marketing and sales teams are aligned with the same goal. Plus, they both need to collect and process the same information.
Step Two: Apply Lead Scoring
Once your leads have been identified by marketing and passed to sales as qualified, it’s time to score them.
Therefore, check whether each lead’s data aligns with your ICP. The more common points there are, the greater and better the conversion opportunities for this lead.
Set a minimum score that a lead must meet to be sales-ready. For example, your ICP consists of ten key data points. These must be met before a lead is sales-ready. So set a minimum score (say, 7 or 8 points) that a lead must meet before being sent back to marketing.
Below are some examples of identifying actions and data that can formulate your lead scoring :
Page views: How many pages on your website did the lead visit?
Site searches: Did he do specific searches on the site?
Email open rate: Did they download content from your website and visit it? Did they sign up for your newsletter and open it every time?
Nature of downloaded content: Did the lead download an e-book or user manual for your product?
Company-specific information: Does the industry, size, and location of the company your lead works for match your ICP?
Hierarchical position: is this lead in a position with autonomy for purchasing decisions?
Step Three: Identify Sales-Ready (or Almost-Ready) Leads
At this point you need to gather all the information from the previous steps:
Your company has an ideal customer profile (ICP);
Your marketing and sales teams are working together;
So now is the time to make the next move. Your company needs to help the lead take the final step in your sales funnel and move on to conversion. So keep in mind an important fact: 22% of sales-qualified leads convert into customers .
So this means your business needs to target leads who are ready to take advantage of sales opportunities.
Here are three indicators that you have ready leads in hand:
Completion of a specific “contact us” form or indicated interest in being contacted;
Demonstration of interest when interacting with a CTA (“get in touch”, “get my discount coupon”, “get a personalized analysis”, etc.);
Interaction with automated content – such as an email, a chatbot or a phone call;
The lead is in the final stage of purchasing.
