how do you qualify a lead? - alex berman

How do you qualify a lead?

by Alex Berman from

Alex BermanChief Marketing Sumo

InspireBeats.com$20 million+ Leads Generated

$2 million in B2B SalesPurveyor of Low Quality

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In B2B sales, a qualified lead is one that has:

1) Budget to make a purchase

2) Decision making power

3) A need for what you’re selling

So…

How do you qualify a lead?

There are 3 times you should qualify in the sales process

1. Qualify when list building

Look for buying signals online

Another example:

Then..

2. Qualify in the email

Screen with the subject line

Ask an open ended question in the email

And finally…

3. Qualify on the call

Ask questions about need, budget and timeline

For example:

“Have you worked with any social media vendors before?”

“When are you looking to make a decision?”

“What’s a good next step here?”

To recap...

How Do You Qualify A Lead?1. Qualify when list building

2. Qualify in the email3. Qualify on the call

Any Questions?

Alex Berman

Chief Marketing Sumo @ InspireBeats

Mail: alex@inspirebeats.com

Twitter: @alxberman

Need more leads or sales support? http://inspirebeats.com

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