how do you qualify a lead? - alex berman
TRANSCRIPT
![Page 1: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/1.jpg)
How do you qualify a lead?
by Alex Berman from
![Page 2: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/2.jpg)
Alex BermanChief Marketing Sumo
InspireBeats.com$20 million+ Leads Generated
$2 million in B2B SalesPurveyor of Low Quality
Videos
![Page 3: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/3.jpg)
In B2B sales, a qualified lead is one that has:
![Page 4: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/4.jpg)
1) Budget to make a purchase
![Page 5: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/5.jpg)
2) Decision making power
![Page 6: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/6.jpg)
3) A need for what you’re selling
![Page 7: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/7.jpg)
So…
![Page 8: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/8.jpg)
How do you qualify a lead?
![Page 9: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/9.jpg)
There are 3 times you should qualify in the sales process
![Page 10: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/10.jpg)
1. Qualify when list building
![Page 11: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/11.jpg)
Look for buying signals online
![Page 12: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/12.jpg)
![Page 13: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/13.jpg)
Another example:
![Page 14: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/14.jpg)
![Page 15: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/15.jpg)
Then..
![Page 16: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/16.jpg)
2. Qualify in the email
![Page 17: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/17.jpg)
Screen with the subject line
![Page 18: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/18.jpg)
![Page 19: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/19.jpg)
Ask an open ended question in the email
![Page 20: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/20.jpg)
![Page 21: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/21.jpg)
And finally…
![Page 22: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/22.jpg)
3. Qualify on the call
![Page 23: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/23.jpg)
Ask questions about need, budget and timeline
![Page 24: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/24.jpg)
For example:
![Page 25: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/25.jpg)
“Have you worked with any social media vendors before?”
![Page 26: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/26.jpg)
“When are you looking to make a decision?”
![Page 27: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/27.jpg)
“What’s a good next step here?”
![Page 28: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/28.jpg)
To recap...
![Page 29: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/29.jpg)
How Do You Qualify A Lead?1. Qualify when list building
2. Qualify in the email3. Qualify on the call
![Page 30: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/30.jpg)
Any Questions?
![Page 31: How do you qualify a lead? - Alex Berman](https://reader034.vdocument.in/reader034/viewer/2022042707/58eeb1d41a28abc4668b4609/html5/thumbnails/31.jpg)
Alex Berman
Chief Marketing Sumo @ InspireBeats
Mail: [email protected]
Twitter: @alxberman
Need more leads or sales support? http://inspirebeats.com
Contact Info