What is all this buzz about a Sales Ready Lead? Working out what it is is crucial in managing your workload and staying productive. But how do you know which leads are in fact sales ready?
A Sales Ready Lead can only come through collaboration between sales and marketing. You can not separate sales from marketing. “A sales ready lead is an inquiry that has been qualified and ranked by criteria that both sales and marketing agree upon.”
Specifically, if you were to pick a prospect in your system, could you immediately say, “Yes. That’s someone I need to work on right now”? When considering a Sales Ready Lead you should look at four factors:
1. Profile of Your Sales Ready Lead
Assessing whether a prospect has the right profile is the first thing you look at, as you already have the data points in your CRM or other data sources. Start with the simple stuff – job title, job function, company size, annual revenue, industry, and so forth.
The last thing to look for is a Customer Profile (not everyone does this). Do you understand your prospect’s pain? It’s not necessarily about trying to find out everything you can about your prospect. It’s about finding out how you can help them.
2. Pulse of Your Sales Ready Lead
Next, is a lead actively looking? Are they engaged with you? When we assess engagement readiness we are essentially looking for a profile pulse. Make contact with your customer and see how they are traveling. How have the recent events (pandemic, flood, fires) affected them? What are they in need of right now? This will let you know if they are in a state of mind to buy or if they need help making decisions, or if they simply need more information and time.
3. Assignment of Your Sales Ready Lead
With the information you are armed with, assign your lead a spot on their customer journey. Each one of your leads is at a different stage of a customer journey, and you need to know what that stage is before your teams take any action.
Top of the Funnel Leads
These prospects aren’t looking for a solution. So, do not send them sales content! Instead, send them content on the latest trends or educational posts, guides, ebooks, whitepapers, video lessons, and so forth. That is, you need to arm them with information that addresses their pain points when they are ready.
Middle of the Funnel Leads
These prospects are well aware of their problems and looking out for solutions. They are most likely interested in content like comparison sheets, webinars, checklists, case studies, and testimonials. Thes all can help them decide which solution is good for them.
Bottom of the Funnel Leads
They are almost ready to buy. They are interested in knowing what your service or product can do for them. These leads are interested in demos, trial periods, presentations, consultations, and even assessments.
4. BANT System
BANT is a sales qualification framework that enables salespeople to determine how good of a fit each prospect is based on their Budget, Authority to make a purchasing decision, Need for the product or service, and purchase Timeline.
It helps you figure out:
- Does your prospect have the budget to buy?
- Are they willing to purchase a product/service to solve a pain point?
- Does your prospect have the authority to buy?
- Does your prospect have a need for your product/services?
- When is your prospect looking to buy?
The answers help distinguish qualified leads from the others.
All the steps will not only help you qualify a lead more accurately than before, but it will also help your sales team to seal more deals.
So, does your current sales team know what a Sales Ready Lead is?
All your training is tailored to your team and can be delivered virtually or F2F Onsite.
Gather your team and we will take care of the rest – learning and laughs included.
or call 1300 833 574 for a confidential chat.
We are here and happy to help