The Unseen Iceberg in Sales and How to Navigate It
In sales, you’ve got to make lots of decisions. Sometimes you use the info you have, and other times, it’s about following your gut. Lead qualification is like your secret tool to help you make these decisions smarter.
Let’s talk about John, who works at ABC Technologies. He got a task to work on a proposal for a web project. Even though the deadline was tight, he jumped right in, answered questions, talked to his team for estimates, and put together a really detailed proposal. After submitting it, he kept checking in, but all he heard was, “We’re looking at it.” Weeks passed, and nothing changed. Later, he found out the client wasn’t ready to move forward because of budget issues and it wasn’t urgent for them. John was disappointed because he and his team worked hard for nothing.
This story isn’t unique in sales. But could John have avoided wasting his time? Yes, with lead qualification.
Decoding Lead Qualification
What Is Lead Qualification?
It’s the process of gathering intel – from clients, customers, and third-party sources – to assess a lead’s conversion likelihood.
Why Bother with Lead Qualification?
The merits are manifold:
- Time Maximization: Channel your energies towards leads that promise growth.
- Enhanced Understanding: Get to know your prospect and the opportunity better.
- Increased Win Rates: Being well-informed elevates your chances of success.
- Cost Efficiency: Save on resources by sidestepping futile engagements.
- Confidence Boost: More wins equal a more buoyant sales force.
When to Qualify a Lead?
Right at the beginning. It sets the stage for whether a lead is worth the candle.
The How-To of Lead Qualification
Lead qualification isn’t a one-size-fits-all. It’s a blend of strategies, from direct conversations and questionnaires to the scrutiny of digital footprints on platforms like LinkedIn or corporate websites.
A Checklist for Lead Qualification:
- Background Evaluation:
- Source of Lead: Where is it coming from? Your website, social media, or elsewhere?
- Organization’s Background: Financial health, reputation, industry standing, and team size.
- Key Contact Insights: Decision-making power and connectivity within and outside the organization.
- Opportunity Evaluation:
- Requirement Clarity: Is the project scope well-defined?
- Solution Fit: Does their envisioned solution align with your capabilities?
- Timelines and Procedures: Are the timelines and procurement processes clear and feasible?
- Matching and Scoring:
- Evaluate your competency, solution fit, timelines, and budget alignment.
- Assess competitive advantages and potential future benefits.
Gathering Intel: Patience Pays Off
The journey to securing this information involves patience and persistence. Dive into calls with prospects, explore their digital presence, analyze LinkedIn for stakeholder insights, and even sift through public company reports if available. Each piece of information is a puzzle piece, bringing you closer to a complete picture.
Is It Worth the Effort?
Absolutely. Embedding lead qualification into your sales process is akin to sharpening your arrows before heading into battle. It’s about making every effort count, ensuring that your time and resources are invested in leads that hold the promise of growth and success.
Let’s Connect
Navigating the intricacies of lead qualification can transform your sales strategy from guesswork to a targeted approach. If you’re keen on exploring this further, feel free to reach out at mail@hari.live or call at +91 9496 362209. Here’s to making every lead count!