Subscriber : Someone who is subscribed to your blog or newsletter, is new to your CRM;
Lead : Any person who has filled out a form to download a piece of content. So your company has more than just an email address.
MQL (Marketing Qualified Lead) : Someone who has filled out a bottom of the funnel form. Like people who requested a demo or started a free trial, for example. From this, you know they are interested in buying;
SQL (Sales Qualified Lead) : Your sales team has further qualified the lead, indicating that they are sales-ready. This means they fit your personas and would be a good fit for your product;
Opportunity : This is any SQL that the sales team has spoken to and determined is a good fit for the business and product. In other words, there is an opportunity to sell to them. So when a lead becomes an opportunity, the sales cycle begins. But it is important to remember that deciding whether a lead is sales-ready (SQL stage) and determining whether they are ready to buy (part of the sales cycle) are two different things;
Customer : Any opportunity that your company closed and won the business.
When and why should you disqualify leads?
Knowing how to qualify leads is just as important as knowing latvia mobile database when to disqualify them. We know that the mere idea of disqualifying leads can be scary for some sales reps. After all, many make the mistake of thinking that the larger the lead pool, the greater the chance of increasing their conversion rates.
This may seem true on a superficial level – more leads equals more qualified leads. On the other hand, this can result in a lot of wasted time and resources chasing leads that aren’t worth pursuing.
You should disqualify a lead as soon as it becomes obvious that a sale is unlikely to happen. This perception can happen in many different ways. Learn more in the next topic.
Tips for disqualifying leads
Let’s take a look at the main categories of people who should be disqualified. This way, your company can optimize time and costs.
Your company’s buyer personas represent the various types of people who have the potential to buy your products. Especially if they’ve been created effectively. So if the lead in question doesn’t fit any of these personas, there’s a good chance the sale won’t happen. After all, your product may not be able to provide the value they’re looking for;
Not everyone who shows interest in your product will have the authority to actually make a purchasing decision. However, it is important to remember that they can act as influencers for decision-makers. Additionally, they may have a long chain of command to follow in order to obtain authorization. Consider these cases with caution;
Your product is designed to address specific pain points that potential customers have. Even if your potential customer fits one of your buyer personas and has full purchasing authority, they may not need a solution to the specific problem you’re solving. Don’t waste time chasing a need that simply doesn’t exist.
By quickly disqualifying bad leads, you free up more time and energy to invest in high-quality leads. Those who are actually ready to buy.