The steps of prospecting and qualifying leads are fundamental elements in any sales process. Especially in B2B Marketing , a segment in which the funnel tends to be longer, the care in defining these steps must be redoubled, aiming to reduce the Acquisition Costs per Customer (CAC) and speed up the purchase decision .
But you might be wondering how to do this in practice, especially if your company works with a voluminous database and lacks more control over this information. The help of an intelligent tool is essential in this scenario, in order to measure data, identify bottlenecks and reorganize the funnel.
That's what we'll talk about in this post. Read on and find out what software like Exact Spotter can do for your business.
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Reading time: 9 min
You will read about:
- Importance of assertive lead qualification
- Data-driven prospecting and qualification of leads
- How to boost results with Exact Spotter?
Importance of assertive lead qualification
For a successful sales process, the lead qualification step must be assertive and based on concrete data, not mere hunches or “guess”. The deeper the qualification, the better. Thus, only those concrete business opportunities will reach the Sales team.
In this sense, we cannot fail to highlight the role of Pre-Sales in a B2B context. If you don't already have this sector in your company, consider implementing it as soon as possible.
Pre-Sales optimizes lead qualification, preventing salespeople from wasting operational time with uninterested leads or leads that are not ready to buy.
In other words, in addition to accelerating prospecting, Pre-Sales contributes to the efficiency of the commercial process. Of course, this requires that this team be armed with enough data to find the right leads and then forward them to the next step in the funnel.
Technology is crucial in this process as it provides the tools needed to automate operations and ensure reliable data analysis. In this way, managers will be able to make decisions free from improvisation, providing the entire team with accurate strategies for prospecting and qualifying leads. Next, we'll explain this process.
Data-driven prospecting and qualification of leads
As we have seen, relying on the reliability of statistics is something that favors the capture of smart leads . That is, those who have the ideal purchase profile in relation to the product or service your company offers.
No wonder that, today, Big Data is already part of commercial strategies in companies of almost all sizes and from the most diverse segments.
However, as we are talking about a database that is usually extensive and needs to be properly filtered, doing this manually is out of the question. That's where smart tools take the lead in prospecting and qualifying leads, guiding these steps based on in-depth data that are essential in identifying the right lead for your business.
A tool like Exact Spotter , for example, collects and analyzes technical and situational factors that influence the buying journey, suggesting actions based on data so that all steps of the commercial process are accurate and efficient.
With this solution from Exact Sales , you can structure the information to filter what really matters in the organization of the sales funnel.
That way, finding the right lead and devising effective strategies to convert it will be a natural part of your sales process. The software is the operational part of the prospecting: it identifies who has a fit with the business, which stage of the funnel this lead is at and which pain points are involved in different purchasing contexts.
Knowing all this information in advance makes it much easier for salespeople to prepare a consultative approach that is compatible with the real interests of each lead. In addition to considerably increasing the chances of conversion, this makes the work flow and favors the teams' productivity.
Once more productive, teams will also feel more engaged in achieving goals.
We summarize the main advantages of a data-driven lead prospecting and qualification process:
- Increased conversion rate;
- Reduction of the sales funnel;
- Reduction of CAC;
- Sales predictability;
- Replicability of successful models;
- Alignment of teams;
- Accelerated ROI.
How to boost results with Exact Spotter?
The Exact Spotter , lead qualification solution Exact Sales , automates the process of analyzing the metrics and sales KPIs for the operations to gain the reliability of statistics and the manager gain in effectiveness outlined strategies.
After all, working with Sales is an exact science. Therefore, maintaining control over business indicators is essential for the organization of the funnel.
Reading so far, you've already noticed that you can't talk about strategic planning without talking about the best methods. That's why qualifying software is so important in a
commercial process, rationalizing decisions and bringing salespeople closer to the leads that, in fact, need the solution that the company offers.
Another work front for Spotter is team management. This process becomes much more agile and cohesive when you have access to complete reports on the teams' performance.
Thus, training can be based on and employees see exactly where the bottleneck in the operation is, in order to redirect strategies to fill these gaps and boost results .
Also in this reasoning, the software brings extra features such as recording phone calls so that the manager can practice an accurate listening to what has been happening in the negotiations.
While this allows for the identification of bottlenecks, it is also possible to detect the strategies that worked, replicating the success patterns and maintaining the team's alignment.
As for employees, the tool is powerful because it organizes the work flow and prevents failures from interrupting prospecting. This is because, by delimiting the operations step by step and integrating with the CRM , Spotter provides access to the context of each customer and helps salespeople not get lost in the argument.
In order for you to better understand how this all works in practice, we have listed below the main features of Spotter according to each segment of the commercial process:
Complete team management
- User-level specific dashboards;
- Data crossover to generate market intelligence;
- Customizable reports, with multiple graphics options and automatic submission;
- Gamification of the Pre-Sales operation for productivity measurement and bonus calculation;
- Control of goals and bonus of the Pre-sales team;
- Directing the commercial approach for greater power of persuasion of the
Assertive qualification of leads
- Pre-configuration of lead qualification filters;
- Stimulus to collect rich data by generating interest from leads;
- Business fit detection based on Boolean logic;
- Segmentation of leads by points system (Lead scoring).
- Process automation with definition of activity playbooks;
- Derivation of questions in dynamic approach scripts;
- Lead interaction history and call record;
- Lead transfer guided by collected data;
- Management of scheduling opportunities with sales potential;
- Feedback channel between pre-sellers and sellers based on delivery quality.
With all these advantages and functionalities, it's not difficult to understand why you should have an intelligent tool in your prospecting and qualification process for leads.
We are here to assist in this mission. Schedule a free diagnosis and discover the largest Sales Engagement software in Latin America.
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