subject: What Is The Most Vital Facet Of Sales Lead Generation
[print this page] Qualification is the core of any campaign sales lead generation. Without a good score, you risk wasting time and resources, both during and after the sales campaign for lead generation.
This brief article provides an overview of the qualification process essential to the success of sales lead generation.
Therefore, we will explore what a good score, before starting his campaign sales lead generation, you need to decide what a good sales lead appears. There are a number of scoring models available, usually involving an acronym, but we use is BANT, which means:
1. Money...
2. Authority...
3. Needs...
4. Timescale...
For those who have been in sales for a while you will recognize this model for classifying sales lead generation as similar to humans (Money, Authority, Need). We found the addition of time scale is an essential step.
Therefore, we go through these briefly in the context of a campaign to generate sales opportunities.
1. Money - to include questions "have a budget in place?" O "will be able to justify the budget needed? Very often, when running a campaign to generate sales lead to the approval of capital required, the prospects will not have a defined budget. In which case, you need to understand whether they could raise the necessary budget. This requires you to ask questions that reveal details about your business and whether it is likely that a business case could be made to justify a return on investment.
2. Authority - has the necessary authority? In business to business (B2B) sales lead generation does not necessarily mean that the highest authority with the frequency that is a decision of the board. But make sure you are talking to at the appropriate level for their particular proposal. For most sales generation campaigns, this can be incorporated into the data collection process.
3. Need - this can be somewhat subjective. We believe we need a specific business need or a driver. Essentially, you're looking to find real need as part of the sales process of lead generation skills. Ask yourself, it's just nice to have more than a basic need in the business agenda.
4. Time of completion - finally, we believe this is the essential element in the classification of the sales lead generation. If your prospect can answer the question, "When you want to make a decision ...?", then you have a timeline, and as they say in sales, timing is everything.
Once you've answered the questions, you will have a good idea of what a qualified sales lead seems perfect. Now, let's see how you can use this classification model with a sales campaign for lead generation.
The reality is that not every sales lead generated tick all the boxes above. His campaign sales lead generation to discover all the different permutations. The thing to understand is what to do with each.
One way is to introduce a score for each sales lead. For example, you can assign one point for each question, which would mean a maximum score of 4 points for a sales advantage that meets the above test of the budget, authority, need, time scale. Actually, that's very simplistic and often, when we are generating sales campaigns; we used a weighted scoring system, depending on the process of selling each customer.
