However, it would be better to have an effective sales qualification framework to see these benefits.
A sales qualification framework is a criteria that helps you qualify or disqualify prospects. There are many frameworks; however, the BANT framework is easy to follow and covers all the basics.
Take a look at the types of questions you might ask when using this framework:
- Budget – Is the buyer in a financial position to make a purchase? Do they have a budget set aside for a purchase?
- Authority – Does your contact have the authority within their company to approve a purchase?
- Need – Does the prospect need your product or service? Do they have a problem that your product or service can solve?
- timeline – When does the prospect plan to make a purchase?
You may need to modify this framework or add more questions to suit your business.
Identify and prioritize high-value prospects
As mentioned above, it is essential to prioritize high-value prospects. This allows you to focus on the prospects who are likely to convert and start moving them closer to a conversion.
This saves you a lot of time in the long run. As you can see from the statistics below, a lot of time can be wasted without prioritizing.
Companies often have large lists of potential buyers , so sales professionals can often get bogged down. However, when you start qualifying prospects and eliminating low-value ones, the list becomes much shorter and more manageable.
Without prioritizing qualified prospects
you could potentially waste valuable time and resources on leads that were never a good fit for your business. Prioritizing valuable prospects makes your sales prospecting process much more efficient.
It should result in increased conversion rates; high-quality leads are much more likely to convert. Prioritization also reduces the workload and time lead tracking required for sales prospecting.
However, it is important to remember that you do not need to ignore prospects that are not extremely high value. It may be worth staying in touch with prospects that are not qualified enough to be your top priority.
Track your prospects on social channels
Monitoring your prospects’ activity on social media channels is another good sales prospecting technique. Consumers spend a lot of time on social media , so monitoring their activity can provide you with detailed information.
or sales prospecting tools like Pipedrive or Bloobirds to uncover this information. Another option is to use a social media management tool like Hootsuite. Then, use the tracking features to find relevant users who fit your ideal customer profile and track their activities.
Wherever possible, try to engage in relevant conversations on social media with key stakeholders; these are the people who make purchasing decisions. This is a good way to introduce yourself to decision makers in the business world. Then, you can follow up with consumers from these conversations and start interacting directly with potential customers.