Inbound Lead Qualification

The Inbound Lead Qualification process is designed to identify and qualify prospects that your search requirements do specify. The purpose of this process is to ensure that only qualified individuals are taken into concern and reduce the bounce rate to nil. This certainly will help us maintain high-standard leads as well as a high percentage of closings.

Search The Lead’s Role in Inbound Lead Qualification

The first step in this process is to determine if there are any leads that have been generated from your site, and then figure out how many of those leads were qualified or not. The second part of this process is determining what percentage of all visitors on your site convert into sales opportunities. This will help you understand which pages on your site drive traffic but don’t generate enough revenue to be worth it.

How does Search The Lead qualify an incoming lead?

Qualification demands some fundamental aspects to be taken care of by any sales team or company. We do B2B business market research and both inbound and outbound lead qualification not leaving behind the following (at the least).

  1. Mark prospects who are in dire need of your product or service.
  2. Assuring whether the targeted customer has the ability to pay for your product or service.
  3. Ensuring the prospect’s authority and capability to decide and purchase.
  4. Keeping the accessibility in the list of concerns.
What Is Your Lead Nurturing Challenge?

Demotivated Sales Team

 It may happen that, your sales reps are delivered with a huge pool of fresh leads. Neither are they happy nor satisfied. Day in day out, they are refused and tired by the unqualified leads they got as a head-start. Perhaps they are demotivated at heart and considering your company as a waste of their skills and time.

 

Questionnaires Exposing Low Quality

 Often surveys and qualifying questions do reveal that the leads a client received were merely relevant. Maybe you are manually emailing or using an automated emailing program such as “HubSpot” to qualify each lead.

Such a hunting process proceeds by sending qualification questions and passing responses back to the sales reps for direct follow-up. Only a small percentage of your sales leads are responding to your emails, and therefore you have a significant amount of leads not being qualified. 

 

Losing Staple Customers

 Your sales team is busy selling and servicing existing leads and customers. They don’t have the capacity to properly follow-up with all of your sales leads, and as a result, good leads are falling through the cracks. 

 

Fake Proactivity of Leads

 Many B2B companies get promising sales leads from trade shows, conferences, and webinars, only to discover that they don’t have enough time to follow up with the leads beyond a simple call or email.

    How Our Process Works | Bridging the “Qualification Gap”

    All of the above challenges are caused by the existence of a qualification gap- as we call it. For example, if you are only using automated lead nurturing software and/or web forms to help you qualify leads, this is a good start, but it’s not good enough – because not all of your leads are being qualified.

    Automated lead qualification solutions typically deliver prospects that are actively shopping out a solution and have short-range urgency. But this is only a relatively small percentage of total leads. What about the other leads that have not responded to your email nurturing process? How do you qualify all of your leads and not just a small percentage of your total lead universe?

    1. Identifying Leads In The “Gap”

    The portion of your leads that never get qualified is the “qualification gap,” and this gap is created when qualified prospects do not respond to automated lead nurturing. The qualification gap resides between the group of qualified leads that have responded via email to your qualification questions and those who have not.

    For every one qualified lead you receive via this automated process there are 6 to 7 other leads whose status remains unknown. Typically 1/3 of these leads within this “unknown” group are also qualified, but the challenge is to identify them while also keeping other “unqualified” leads out of your sales funnel.

    This “gap” between qualified and un-qualified leads includes prospects who need to be called directly as these leads do not respond to email or forms-based qualification. Their lack of response to your lead nurturing process is not an indication of lack of interest.

    2. Customized Qualification

    Why do most of your sales leads fall into “unknown” status? Many of your leads need your solution but know little about your company. They require relationship building and live one-on-one sales interaction before agreeing to review your product or service offering.

    Without a phone call to nurture and qualify these leads, very few will ever develop into good sales opportunities by relying on automated processes alone. There is nothing like a phone conversation to engage the prospect. Many prospects respond more favorably to live communication with a real person – and trained sales reps can often detect subtle nuances from the customer conversation and uncover additional pain points that might go unmentioned in an email.

    3. We’ll Do The Training

    Another challenge that most B2B sales organizations face with lead qualification is that even if they have decided to attempt some level of live lead qualification, they tend to assign the task to someone who is inexperienced or poorly trained. For example, many organizations route their inbound sales inquiry phone calls to an administrative assistant.

    If your first point of contact with new sales leads is someone who doesn’t have a sales background to properly assess sales leads, ask questions, build relationships and make the right decisions, you’re going to miss out on a lot of good sales opportunities – and you’ll end up passing along too many unqualified leads to your sales team.

    4. Timely Lead Follow Up

    While you are sending your automated emails to advance leads into your sales funnel, your prospects may already be engaging with your competition. Why?

    Because if prospects are eager enough to fill out an online form, that means they probably want to speak to someone right away. Also, you’re probably not the only vendor that they have contacted. A high percentage of inbound leads are being pitched by multiple lead generation firms at the same time. So if your competition is already talking with your prospect, you may need more than just a qualification email to capture the prospect’s attention by getting on the phone.

    Leads that do not respond to your initial automated lead nurturing process need to be called quickly, and you need to have a customized lead qualification process in place to avoid losing good sales prospects to your competitors.

    Our Solution: Live Sales Lead Qualification

    In response to these concerns and to help our clients bridge the “qualification gap,” Strategic Sales and Marketing (SSM) is offering a specialized service: live inbound and/or outbound lead qualification.

    SSM offers a sales lead qualification team that serves as an extension of your sales and marketing department. We provide a team of trained sales reps to serve as your company’s touch point for existing sales leads that fall into the qualification gap.

    In simple words, your in-house sales people only have to work with sales leads that have been adequately vetted and qualified up-front.

    Add Live Inbound and/or Outbound Qualification to lead nurturing

    We serve as your company’s team to handle inbound and outbound sales inquiries. We provide an added level of support for your lead qualification efforts by:

     

    1. Talking live to decision makers using key qualifying questions to get more information about your prospects.

    2. Building relationships with prospects to determine which sales leads are truly good quality leads and are ready to be passed along to your sales people.

    3. Acting as a pre-screening filter to keep the wrong sales leads off of your to-do list – saving time and improving the efficiency of your sales people.

    Instead of chasing many unqualified leads, we help you make sure that your in-house sales reps are getting the best sales leads and that your sales team is aligned with the right opportunities.

    Enhance the Power of Your Sales Team

    The SSM lead qualification team operates as an extension of your organization. We’ll pick up the phone, we’ll respond to your PPC forms, we’ll handle any direct mail responses – we serve as the front end of your sales process. Instead of letting your sales leads talk to a receptionist or sales assistant, you’re giving your leads to an extension of the sales team.

    We Do a Part of Your Job

    We can handle the complexity of multiple marketing campaigns. For example, if you have multiple toll free numbers for prospective customers to call, we can track and measure the success of different sources. We show you how many sales leads come in from each channel or from each campaign, and how many of those leads are actually qualified.

    For example, we’ll show you if you get the most leads from Google, but maybe 90% of the leads are not good – we’ll give you insights that lead to better marketing strategy.
    Depending on the scope of involvement that you want us to have, we can deliver any of the following lead qualifications and lead nurturing services:

    Outbound Sales Inquiries

    Our sales reps and appointment setters have the sales-specific professionalism to treat every call as the first step toward a potential sales relationship.

    Sort and Route Inbound E-Mail Inquiries

    With our team’s attention to detail, no sales leads will fall through the cracks. We will train our people on your company’s internal systems and structure so the right people within your organization get contacted at the right time about each sales lead or customer question.

    Qualifying Inbound Sales Leads

    Many companies have a customer service team that is responsible for taking phone calls from inbound sales inquiries, but they might not have a consistent system in place to qualify these new sales leads, or route and assign sales opportunities to the right sales reps.

    Caring Customers

    The first phone call from a new prospective customer is not just a simple moment to jot down contact details; it’s a chance to start the sales process by asking questions and listening to the customer’s needs.

    Our people are trained in the sales-specific skills of how to do this subtly and effectively – from the first call, we’ll start to gather valuable insights on which prospects are most in need of your solution and which ones are most likely to buy.

    Assist With Customer Research

    As part of our role in sales support and lead qualification, we can help fill in the blanks on who the contact people and key decision-makers are at the prospect’s company: job titles, background notes, and more.

    Do Appointment Setting With the Right Sales Reps

    We’ll work closely with your in-house sales team to make sure each qualified sales lead gets directed to the right people for follow-up – along with the detailed notes from the early conversations with the customer. Your salespeople will be getting much greater visibility into each prospective client conversation as they start their process of working toward a sale.

    We do whatever it takes to handle your sales leads with a higher level of professionalism, while asking good lead-qualifying questions to sort out the highest priority leads. We make sure your salespeople are working on the right opportunities, not wasting time on bad sales leads.

    Ready to start?

    Inbound Leads that your landing page(s) bring, contains malicious entries as well. Rest assured when you’ve made your mind up for Search The Lead. Over 8 years of experience in building customer relationships won’t let any prospect just make through your pool of leads. 

    Been There; Done That

    We know the hurdles of your in-house sales team as most of your employees had been through that. . We love to custom-design our plans. Note that, your scheme is our goal. Contact us today and let’s have a chat with your sales team directly

    Qualified Leads with Least Effort

    & Cost