Here's how you can evaluate the quality of your sales leads.

The most important trigger for me is origin. Where the lead comes from is usually a sign of their intent & awareness about your product/service. 1. Direct/website/word of mouth: straighter discovery, they probably know you and why they’re choosing to speak to you. Gold mine of info. 2. Emails/form fills/general submissions: wider discovery, they’re probably at the early stages of finding their pain point. Consultative selling required here to help them know their pain & articulate it. 3. Blogs/Lead magnets/social ads: they’re probably generally curious about your space but maybe have a pain point. broaden discovery to get their pov & build a relationship for the future. Ofcourse there are edge cases - treat every lead with love!

For lead scoring, I use 3 types based on my customer analysis: Demographic: location, headcount, industry, size of end-user teams, revenue, and the tech they use in their stack. Buyer personas: decision-makers, end-users, and interns. Signals/Behavior: 1st Party: To track actions on your website, such as visits to high-intent pages like the demo or pricing pages. 3rd Party: Tools like Apollo, Bombora, or Common Room to capture intent data from platforms like LinkedIn, Reddit, and other online sources.

A melhor op??o para classificar seus leads sempre é conhecer seus clientes em potências assim como os colaboradores que est?o na ponta da lan?a, assim com eles n?o só conhecerá seus clientes em potencial mais também como as individualidade dos seus leads em potencial.

Not all leads are golden! Here's how to find the high-potential ones: BANT Quick Check: Budget, Authority, Need, and Timeline - assess if they have the resources and urgency to buy. ICP Match: Do they fit your ideal customer profile (demographics, industry, pain points)? Engagement Level: Track who interacts with your emails, content, or social media - prioritize these warmer leads. Buying Signals: Demos, white paper downloads, or webinar attendance indicate buying intent. Clear Decision Process: Do they have a defined process with identified decision-makers? Knowing who to reach saves time. By filtering with these methods, you'll focus on qualified leads, close more deals, and watch your sales pipeline shine!

Qualifying a lead is very important in any prospecting process. You can qualify the lead previous to engage with them using secondary information like location, job position, industry and size of the company. Using a combination of these factors, you can score the lead and make it more acceptable for your sales teams, that's called MQL or Marketing Qualified Lead. This qualification job takes lots of hours, but you can use Clay.com to qualified leads automatically using artificial intelligence and saving lots of hours. Also, the sales team can qualify the lead using BANT, engaging with the lead and asking for budget, authority, need and timeline confirmation. After this confirmation, the lead can be called SQL or Sales Qualified Lead.

For leads who requested a demo or are already in conversation, using the BANT framework (Budget, Authority, Need, Timeline) can be helpful. However, it often misses critical pieces like understanding their challenges or why they’re engaging with you. For other types of leads—outbound, marketing leads, etc.—don’t rely on BANT to qualify them. These leads usually aren’t ready to buy. Your first job is to educate them on the problems they’re facing and whether your solution can address those issues. Before diving into Budget, Need, Authority, or Timeline.

O BANT é ideal para leads inbound, porém para a prospec??o outbound onde é importante desenvolver a necessidade, ou seja, ativar necessidades implícitas ou inconscientes, o ideal é usar o método Spin Selling. Uma pergunta de budget em uma prospec??o outbound só é viável se houve uma ativa??o de necessidades!

Fundamental aterrizar la metodología BANT Sales a cada sector o industria. En mi opinión, la Necesidad es responsable en un 60% en la calificación o descalificación de un prospecto en venta consultiva.

In my approach, I assess each lead according to the BANT framework. I ask direct questions during initial conversations to gauge their budget, establish who the decision-makers are, clarify the lead’s specific needs, and understand their expected timeline. This helps me determine quickly if a lead is worth pursuing or if they need nurturing.

Identifying leads that engage with your content it's super important, but this job can be exhausting if you have different channels on. In order to make it automatically and save a lot of hours, you can connect Apify tool with Clay.com and set an alarm or send an automatized message to make it more fast and easily.

Monitor lead interactions with content closely. For example, leads attending webinars indicate higher engagement compared to those just reading blog posts. This data informs more targeted follow-up strategies, focusing efforts on leads most likely to convert.

The fit analysis begins with a deep dive into your current customers, so you can identify similar prospects. Here's how: Step 1: Quantitative Analysis Start with the numbers: Demographics: - Location - Headcount - Industry - Size of end-user teams - Revenue - Team structure - Multiple locations Technographics: - The apps/tech they use Step 2: Qualitative Analysis - Talk to your customers - Listen to call recordings - Check G2 reviews or case studies Ask your customers: - Why did you buy it? - What problems were you trying to solve? - What worried you before buying? - What's your favorite part of the product? - What's changed the most since you bought it? - How do you describe the product to another buyer persona?

Match each lead against the ideal customer profile, taking into account industry, company size, and specific roles. Focusing on leads that align well with these criteria saves time and enhances the effectiveness of marketing efforts.

In order to close a deal, it's very important to make the lead aware of their problems and opportunities. To do that, you can craft compelling questions that touch their pain points and make them realize of them easily. This questions can be used for prospecting and for the discovery call. Have you considered taking notes on the most common issues a lead have and mention this in the conversations you are having?

Understand and identify the lead’s pain points. Leads with clear and significant issues that your product can solve are more valuable. For example, a company struggling with inefficient sales processes is a prime lead if you offer a sales automation tool.

Quando o lead está buscando uma solu??o é preciso entender se ele é um influenciador, o decisor ou algúem que está apenas buscando informa??es para o decisor. Durante a prospec??o inbound precisamos entender se o lead está dentro do nosso ICP. Já na prospec??o outbound o ICP já foi definido e normalmente esse processo é direcionado para o decisor ou influenciadores.

Find out how the lead makes decisions. Know who the key decision-makers are and their process for purchasing new solutions. From my experience, understanding this helps you tailor your approach and timeline to fit their decision-making cycle.

Evaluate leads continuously, not just once. Markets change, and so do lead priorities. Stay updated on their latest developments and adjust your evaluation accordingly. For instance, a lead who was unqualified six months ago might now be a top prospect due to changes in their company or industry.