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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
Videos
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: [email protected]
Twitter: @alxberman
Need more leads or sales support? http://inspirebeats.com
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