Qualified Leads: Everything You Need to Know
Posted: Sat Feb 22, 2025 7:02 am
Among Digital Marketing strategies, one of the main ones is its ability to generate Leads . As your company grows and gains space in the online world, the number of Leads generated increases exponentially.
When the number of leads generated is lower than the sales team's service capacity, it is possible to contact all of them. Remember that the number of monthly services for each salesperson may vary depending on the company.
However, the problem arises when the number of leads generated exceeds the sales team's capacity to serve them. At this point, you may think that the solution would be to invest in more people to serve, but we have another possible solution.
As demand increases, the ideal, before hiring new salespeople, is to carry out an analysis and invest in a Leads manager .
But what would this Leads manager be ? Keep reading.
What is Lead Management?
Managing Leads , or qualifying Leads , is nothing more indonesia telegram data selecting your best contacts to be approached by your sales team, that is, filtering potential customers from among all the people.
By segmenting your audience, you can find out who are the people most likely to buy from your company, and by doing so, you automatically create the best business opportunities and greatly optimize your sales team's time.
For companies that invest in good planning, contact qualification begins with generation, that is, the type of material you planned and offered to your visitors, before they become Leads , influences the quality of your base.
As your material is targeted and specific to the needs of your ideal client, it is very likely that the Leads you generate will be from people who are truly interested in closing a deal, as they consumed content focused on their needs.
Managing the potential buyers in your base is essential to define what the strategy will be for each one. This way, you can divide these people into 3 main groups:
What should be worked on by the team;
Lead that should be directed to a commercial action;
And those who should be disqualified/discarded;
Through this separation, it is possible to analyze and create strategies that make your sales effective or even generate opportunities for future negotiations.
How important is it to qualify Leads?
Qualifying leads is important because communication becomes more direct, bringing the company closer to the customer, generating much more satisfactory results for both.
Another feature is that through this you can get to know your customer better, and thus prepare future campaigns and opportunities.
This is what we call business intelligence, that is, the knowledge needed to transfer those potential customers between negotiation levels and close the sale, especially because according to the MarketingSherpa website , 79% of Leads are not converted into sales.
Another issue is that as these Lead nurturing processes are carried out , more opportunities will appear and your sales team will stop wasting time with Leads that are not yet ready for conversion.
How do I manage my Leads?
First of all, you need to keep in mind 5 main characteristics that will determine whether the person who contacted you will be a potential customer or not. Let's go!
Need:
You have a service or product, and your lead is probably looking for something you can offer. In other words, they come with a problem and you come with a solution. This could be the key to turning them into your customer.
Adequacy:
Is your solution viable for the lead ? Will your company be able to serve this customer? It is worth noting that this depends on “N” factors, including the city in which the customer is located. Therefore, the customer may be a perfect lead, but they will not be a customer if they are not suitable.
Authority:
Who is your Lead ? Do they have decision-making power? Especially in the Business to Business (B2B) market, we know that some decisions can only be made by certain positions. It is necessary to identify this and respect the company's hierarchy.
Budget :
Your base must be aware of your values or you must have a well-optimized way of passing on this information. Without this, especially in an effective and fast way, Leads will hardly become customers.
Timing:
This is undoubtedly one of the main features, because if you can identify your Lead 's timing , you can make quick decisions.
There are very qualified contacts, but they are not yet ready to become customers, but this does not mean that you should discard them, quite the opposite, the timing will show you when is the right time to go after each Lead .
With these characteristics in mind, you can now develop efficient qualification methods for your company.
Since the number of Leads can be large, it is important that this method is fast , because if it takes too long it will not be possible to qualify all of them. A practical , bureaucracy-free method guarantees greater precision and simplicity. And comprehensive , because this way you will be able to reach your entire team.
How to generate Leads?
Lead generation can happen in a variety of ways, and digital marketing offers a variety of tools to attract interested parties. But first, it's important to understand the main elements of lead generation .
Landing Page: This is the page that the user lands on when they click on a promotional link. It is important to focus on converting the visitor into a potential customer.
When the number of leads generated is lower than the sales team's service capacity, it is possible to contact all of them. Remember that the number of monthly services for each salesperson may vary depending on the company.
However, the problem arises when the number of leads generated exceeds the sales team's capacity to serve them. At this point, you may think that the solution would be to invest in more people to serve, but we have another possible solution.
As demand increases, the ideal, before hiring new salespeople, is to carry out an analysis and invest in a Leads manager .
But what would this Leads manager be ? Keep reading.
What is Lead Management?
Managing Leads , or qualifying Leads , is nothing more indonesia telegram data selecting your best contacts to be approached by your sales team, that is, filtering potential customers from among all the people.
By segmenting your audience, you can find out who are the people most likely to buy from your company, and by doing so, you automatically create the best business opportunities and greatly optimize your sales team's time.
For companies that invest in good planning, contact qualification begins with generation, that is, the type of material you planned and offered to your visitors, before they become Leads , influences the quality of your base.
As your material is targeted and specific to the needs of your ideal client, it is very likely that the Leads you generate will be from people who are truly interested in closing a deal, as they consumed content focused on their needs.
Managing the potential buyers in your base is essential to define what the strategy will be for each one. This way, you can divide these people into 3 main groups:
What should be worked on by the team;
Lead that should be directed to a commercial action;
And those who should be disqualified/discarded;
Through this separation, it is possible to analyze and create strategies that make your sales effective or even generate opportunities for future negotiations.
How important is it to qualify Leads?
Qualifying leads is important because communication becomes more direct, bringing the company closer to the customer, generating much more satisfactory results for both.
Another feature is that through this you can get to know your customer better, and thus prepare future campaigns and opportunities.
This is what we call business intelligence, that is, the knowledge needed to transfer those potential customers between negotiation levels and close the sale, especially because according to the MarketingSherpa website , 79% of Leads are not converted into sales.
Another issue is that as these Lead nurturing processes are carried out , more opportunities will appear and your sales team will stop wasting time with Leads that are not yet ready for conversion.
How do I manage my Leads?
First of all, you need to keep in mind 5 main characteristics that will determine whether the person who contacted you will be a potential customer or not. Let's go!
Need:
You have a service or product, and your lead is probably looking for something you can offer. In other words, they come with a problem and you come with a solution. This could be the key to turning them into your customer.
Adequacy:
Is your solution viable for the lead ? Will your company be able to serve this customer? It is worth noting that this depends on “N” factors, including the city in which the customer is located. Therefore, the customer may be a perfect lead, but they will not be a customer if they are not suitable.
Authority:
Who is your Lead ? Do they have decision-making power? Especially in the Business to Business (B2B) market, we know that some decisions can only be made by certain positions. It is necessary to identify this and respect the company's hierarchy.
Budget :
Your base must be aware of your values or you must have a well-optimized way of passing on this information. Without this, especially in an effective and fast way, Leads will hardly become customers.
Timing:
This is undoubtedly one of the main features, because if you can identify your Lead 's timing , you can make quick decisions.
There are very qualified contacts, but they are not yet ready to become customers, but this does not mean that you should discard them, quite the opposite, the timing will show you when is the right time to go after each Lead .
With these characteristics in mind, you can now develop efficient qualification methods for your company.
Since the number of Leads can be large, it is important that this method is fast , because if it takes too long it will not be possible to qualify all of them. A practical , bureaucracy-free method guarantees greater precision and simplicity. And comprehensive , because this way you will be able to reach your entire team.
How to generate Leads?
Lead generation can happen in a variety of ways, and digital marketing offers a variety of tools to attract interested parties. But first, it's important to understand the main elements of lead generation .
Landing Page: This is the page that the user lands on when they click on a promotional link. It is important to focus on converting the visitor into a potential customer.