- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
⚡️ Traditionally, marketing focuses on top of the funnel leads
⚡️ Emphasis is on volume/quantity over quality
⚡️ Most often, these so called leads are NOT “qualified” meaning most likely doesn’t result into a sale.
So, how do marketing & sales have a “common” definition of a Qualified Lead? 🌈
🤝 1. Determine what “attributes” your target customers must have?
🤝 2. What “actions” must a target customer exhibit to indicate sales readiness?
⭐️ 1. Target Customers – let’s call them “Ideal Customer Profiles (ICPs)”
Identify an ICP based on 4 to 10 attributes – e.g. location, revenue, employees, industry, technology, listed, etc.
⭐️ 2. Having clarity on ICPs is the first step, however, not every ICP is ready to buy from you or your competitor.
Using qualification frameworks like ⌛️ BANT – Budget. Authority. Need. Timeline – might be a starting point.
However, there’s much more to lead qualification 💰
Happy to Help 🤚
#B2B #B2BSales #B2BCustomers #LeadQualification #TargetCustomers
