Systematically Qualify Leads & Increase Deal Success Rate
In order to increase your deal success rate you need to understand how to systematically qualify leads. Qualifying leads is a process that requires marketing and sales teams to work together to identify prospects (leads) and then rank their importance. It takes place at every stage of the sales process, the sales journey, and ultimately determines whether prospects are passed on. Based on our many years of consulting experience, we show you how to optimize your lead qualification process and why this is essential for marketing and sales.
How systematic, IT-supported lead qualification works
IT tools support you in lead qualification and increase the probability of a positive purchase decision. In any case, you need a systematic, data-driven lead qualification process. Examples: Occulus uses complex algorithms to calculate the probability of a deal. The CRM tool Membrain adapts your activities and communication to the behavior of your potential customers.
Criteria for lead qualification
BANT
Budget - Authority - Needs and Timeline.
The technique is used to check to what extent the prospect has the budget, the required influence to buy, real needs and if there is a defined time frame.
CHAMP
Challenges - Authority - Money and Prioritization. The concept relies on a fixed timeframe instead of prioritization.
MEDDIC
Metrics - Economic Buyer - Decision Criteria - Decision Process - Pain Point Identification and Champion. What do prospective buyers hope for? Who makes the buying decision and what are the decision criteria? What decision process do customers follow? For which challenges are prospects looking for solutions? Is there someone in the company who believes in the solution?
ANUM
Authority - Need - Urgency and Money. In ANUM, customer decision-making authority takes precedence, while money is the least important factor.
FAINT
Funds - Authority - Interest - Need and Timing.
Budget and buying authority are the primary factors. Also considered is an interest factor; how interested potential prospects are in what you are offering.
Use our training, workshops and IT tools for a systematic and professional lead qualification. After an analysis of existing systems, your sales team will receive accompanying IT tools and the appropriate lead qualification criteria.
You have the challenge. We have the solution.
The following questions will be clarified:
Which additional industry or application area benefits from my products?
Is there a hidden need that my offering can solve?
Who has the budget and authority to make the buying decision?
What added value do my products offer over competitors/current vendors?
What questioning techniques can I use to discover fundamental problem issues?
SUCCESS IN SALES online program
After attending this program you will apply selected sales methodologies to your particular market with a selected solution. This, in turn, will help you craft unique and powerful sales messages to win new customers. The program provides you with solid techniques to increase your chances of closing deals.
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