What methods to use for lead qualification in B2B sales

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Lead qualification involves a number of challenges that we must continually be prepared for, especially in a changing and dynamic environment. In fact, it is estimated that 61% of marketers see lead and traffic generation as their biggest challenge.

Therefore, it is important to know some of the most important methods for strategically qualifying leads for B2B sales.

Why differentiate between leads and qualified leads?
Before delving into how to obtain qualified leads for B2B sales , it is worth emphasizing the importance of differentiating between qualified and unqualified leads ; the latter can also be called “cold leads.”

First of all, in the prospecting process there are three types of people, in this order: leads, prospects and clients.

A lead is any person who has left their contact details in our database. In theory, it can be assumed that they are interested in our solutions.
A prospect is a potential client who fits the characteristics of rcs data lebanon buyer persona; in addition, they have the financial means to acquire our services and have decision-making power in the company. This is the person we are interested in reaching.
The client is the qualified prospect with whom we manage to close a sale.
In the first stage, when people are just leads, it is essential to be able to distinguish them as qualified or unqualified. It is the former who have the greatest potential to buy from us.

In conclusion, proper lead management allows us to optimize resources and time, avoiding losing them to people whose profile shows a high probability of not serving us as future clients.

Methods for correct lead qualification
Now that we know the importance of distinguishing one from the other, let's see how to get qualified leads .

BANT method
The acronym for the BANT method is given by:

Budget
Authority (Authority)
Need (Needs)
Timeframe.
Knowing and identifying these characteristics in leads is the first step to being able to differentiate between qualified and unqualified leads. In fact, this method can be further refined if we integrate a “score” for each lead, based on characteristics such as those mentioned above.

This method is really useful, since it addresses some of the most relevant concerns in the B2B market when we want to find out if the lead fits with our buyer persona : Does he/she have enough budget ? Does he/she have the necessary authority within the organization to make decisions? Do his/her needs match the solutions we offer? Do he/she need these solutions in a relatively short time ?