How To Do Sales Lead Generation Qualification

Qualification is the most important factor to consider when it comes to lead generation

. This should be noted no matter if you are using in-house staffs or that of a lead generation company. Good qualification eliminates the waste of time and resources when gathering leads. This article will provide tips on how to set up a good qualification process in order to help you out.

There are various qualification models you can get your hands into when you search over the internet. The one that will be discussed here in particular uses the acronym BANT. BANT stands for budget, authority, need and timescale. This model is quite similar to MAN, which stands for money, authority and need. Timescale is added for it is deemed as essential as well.

Budget is the first on the list for this will determine the process and the resources the company is able to release in order to generate a good sales lead. The amount of budget should be answered and its justification should be clear as well. Return on investment should be computed in order to better justify the budget for the method being used.

Authority should be established also when it comes to sales lead generation. Authority at this point does not necessarily mean the amount of authority that board of directors has. You just have to ensure that the agents are speaking at the right level for the proposition.

The third consideration goes to need. Need for sales lead generation is subjective for the most part. Try to identify if the generation of leads is on the priority of the business, is essential to its operation or is just good to have one available? This might be a question simply answered by yes or no but it requires careful thought.

Last but not the least, the timescale for the sales lead generation should be finalized. In sales, it is common knowledge that timing is everything. Now, after answering all of the concerns mentioned here, you are then ready to do your lead generation. Remember that these are just for the qualification process. You will still need to train your staffs and monitor them regularly for better results.

by: Gerard Sullivan

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