After identifying leads in the B2B sales funnel, it is necessary to carry out a qualification process to determine whether they are truly interested in the product or service offered. Qualifying leads involves evaluating information such as the position they occupy, the company they work for and the size of the budget available to purchase the product or service. The entire lead qualification process can be done on a CRM platform, such as Agendor . Lead qualification allows sellers to focus their efforts on leads that are most likely to become customers, thus increasing the chances of conversion. We wrote an article focusing on qualified B2B leads , where we give 5 more examples on the topic. Evaluate lead behavior Assessing lead behavior is one of the most effective ways to qualify leads in the B2B sales funnel. Pay attention to leads who interact with your marketing materials, such as emails, webinars, and ebooks, and who visit your website frequently. They may be more interested in your product or service and more likely to convert into sales. You can also measure the time the lead spent on your website, the pages they visited, and the actions they took, such as downloading a whitepaper or filling out a contact form.
Consider the stage of the buying cycle Another important tip is to assess what stage of the purchasing cycle the lead is at. If they are at the beginning of the B2B sales funnel they may not be ready for a direct sales approach. In this case, you can opt for a more educational approach, offering valuable content to help you better understand your problem or need. If the lead is further along in the buying cycle, they may be ready for a more direct Job Seekers Phone Numbers List sales approach. Assess financial suitability Assessing the financial suitability of the lead is also important in the B2B sales funnel. Consider factors such as the budget available for the purchase, the return on investment (ROI) and the investment recovery time. You can do this through direct questions or evaluate the types of investments the lead has made. Outbound sales funnel Lead nurturing After qualifying leads, it’s time to nurture them. Lead nurturing involves sending relevant and personalized digital marketing content that helps educate and persuade the potential customer to make a decision on their purchasing journey.
This content marketing strategy can include emails, articles, webinars, ebooks and other types of materials that provide useful information about the product or service offered. For example, here we have Speedio Academy , an educational environment where we teach everything about outbound sales . This way, leads understand the purpose of our product and how it is applied in a B2B sales environment. Lead nurturing is a critical step in the B2B sales funnel, as it allows salespeople to establish a relationship with potential customers and keep them engaged until they are ready to make a purchase. However, not every lead needs to go through this step. If you identify during qualification that the potential customer is ready, you can move straight to the offer. Offer The offer is the stage of the B2B sales funnel in which the seller presents the product or service to the potential customer. Here, it is important that the salesperson has a good understanding of the lead's needs to personalize the offer and show how the product or service is the solution to the problem they are looking for. For your offer to be well designed, you need to carry out in-depth research on the lead. Research your market and competitors, show what they are doing to grow and prove that your product or service is everything it needs to take the lead in the segment.