Common Mistakes To Avoid When Qualifying Sales Leads And Prospects

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By STS Staff Writer On Jul 2, 2021

Qualifying sales leads might feel like a daunting process, given the quantity of data surrounding the digital landscape. However, it is important to recognize top value prospects because many brands waste their resources, time, and energy on leads that have no real interest in the brand or brand ideology.

Unsuccessful lead prioritization means that brands lack the right data to generate relevant insights into their consumer’s preferences and tastes. One of the most important ways to help brands recognize qualified needs would be to understand their niche market. It is important to garner enough information to realize whether the product suits and fulfills the buyer’s need.

What does it take to qualify your sales leads?

Recognizing qualified leads at the right time – Today’s data-driven market might bombard brands with many inbound leads, but it is extremely important to recognize the qualified sales leads at the right time, or else you might miss on them. Employ a targeted marketing approach and analyze which leads can convert into potential consumers. The lead qualification process and parameters are different for every brand; research and gather analytics about the right definition of a qualified sales lead for your specific brand.

2. Having a strong hand-off process – It is the job of the sales reps to pass on each bit of information related to the leads and data to build an interactive consumer community. You must take your teams on board and educate them about the importance of gathering and transferring the information at the right time. Establish a quick hand-off process and interact with your team members so that you can work towards a better inbound marketing strategy.

3. Not spending time on low value leads – The key to qualifying the right sales leads is to gather enough information and recognize the proper potential leads. Brands can only accomplish this by understanding the needs and the sections of society it caters to and how current business dynamics impacts their buying behavior. Prioritizing the wrong leads will lead to wastage of resources and will end in a long-term failure.

Top tools that can help qualify Sales prospects

1. LeadFeeder – By installing the Lead Feeder tracking script and connecting it with Google Analytics, brands can easily analyze and keep track of website visitors – It helps increase your brand’s reach and boosts engagement by presenting a list of potential leads and prospects based on the data determined by their behavioral characteristics.

2. LinkedIn Sales Navigator – One of the leading platforms for salespeople, LinkedIn’s new launch comes with advanced search filters, saves a large amount of data, and recommends leads to brands. You can also find unique and personalized information about each prospect. With the help of this tool, you can use a single platform to navigate and qualify your prospects and leads.

3. Product Hunt – Comparatively new in the market, Product Hunt is a directory-based provider that can help brands with top leads and prospects by simply searching the right keywords and applying the right filters. It also includes several additional features such as collections which helps in collaborating with multiple brands under a similar niche, and an Ask platform to solve immediate queries.

4. Matter Mark – Designed specifically for salespeople, this tool can help brands find the right leads and prospects as it considers several factors before supplying information. From the geographical location, niche-based industries, the company’s size and turnover, and many others.

Some of the other ways that can help companies qualify sales leads and prospects are live chats, real-time statistics, and gathering deeper site analytics. The key is to start investing in the right place to maximize the chances of profits for your brand.