Is your revenue team ready for what's next?
Lead qualification is salespeople’s bread and butter. It helps you determine which leads are truly opportunities and are open to purchasing. Regardless of which method you use (BANT, CHAMP, or GPCTBA/C&I, or something else), lead qualification brings you one step closer to completing a sale.
Salespeople that qualify leads have a set of standard questions they ask. However, those questions only go so far—they don’t lend themselves to deeper conversations that the salesperson needs to have to close the deal. Read on to learn what questions you should really be asking, and what steps you should take before asking those questions.
Here’s what a typical set of lead qualification questions looks like:
These questions are important, but they could also be asked through a drop-down menu on a website. What you really need to do is ask questions that lead to deeper conversations so that you can really get to know the lead.
Here’s how to have a conversation that will give you better insight into your lead (and create a better outcome): ask better questions. Here are the questions we believe will get you to where you want to be:
In order to get to the point where you can even ask lead qualification questions, you need to follow up with prospects. In fact, many prospects want to hear from you. Research shows that 19% of buyers want to connect with a salesperson during the awareness stage of the buying process.
Many prospects get lost in the shuffle, though. The salesperson doesn’t follow up with them, usually because he or she simply doesn’t have the time. But what if sales departments had a tool that would follow up with 100% of prospects, 100% of the time?
Conversica’s virtual sales assistant does just that. It sends personalized emails to all of your prospects after they download a premium asset or request an appointment. The emails are so convincing, prospects feel as if they are communicating with an actual person. You can program them to follow up with a prospect a certain number of times until it becomes clear the person isn’t interested. If the prospect is interested, the virtual sales assistant will hand over the prospect to a salesperson.
To see Conversica in action, click here for a live demo.
Conversation Automation tools, like Revenue Digital Assistants™, scale two-way, human-like outreach that engages every contact to find revenue opportunities faster. Learn how to turbocharge your revenue teams to generate more revenue, faster in this eBook.
Let us show you how our Powerfully Human™ digital assistants can help your team unlock revenue. Get the conversation started today.