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How can you customize your CRM database to improve lead qualification for SE teams?

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As a sales engineer, you know how important it is to qualify leads and focus on the most promising prospects. But how can you make sure your CRM database reflects your lead qualification criteria and helps you prioritize your sales activities? In this article, we will show you how to customize your CRM database to improve lead qualification for SE teams, using some common tools and techniques.

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Ajay Jayagopal

Founder @ PreSkale | AI for Sales engineers, unlocking more deals wins??
Fernando Martín Hernández

???????????????????? ?? ?????????????????????? ???? | Comunicador y Escritor sobre Emprendedurismo, Desarrollo…

1 Define your lead qualification framework

Before you start customizing your CRM database, you need to define your lead qualification framework. This is a set of criteria that helps you evaluate how likely a lead is to become a customer, based on their fit, interest, and readiness. You can use a standard framework like BANT (budget, authority, need, and timeline) or create your own based on your sales process and goals. The key is to have a clear and consistent way to score and segment your leads based on their qualification level.

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Ajay Jayagopal

Founder @ PreSkale | AI for Sales engineers, unlocking more deals wins??
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- Establish Criteria: Begin by defining the criteria for lead qualification such as BANT (Budget, Authority, Need, Timeline) or create a bespoke set of parameters that align with your business’s sales process and objectives. - Scoring System: Implement a scoring system within your CRM to automatically rate leads based on your qualification criteria. This helps in prioritizing leads that are more likely to convert.

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Fernando Martín Hernández

???????????????????? ?? ?????????????????????? ???? | Comunicador y Escritor sobre Emprendedurismo, Desarrollo Territorial, Liderazgo y Motivación | Mentor y Consultor de Emprendedores | Columnista de Opinión
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Personaliza tu base de datos de CRM para mejorar la calificación de clientes potenciales en SE al definir criterios específicos de calificación, como el nivel de interés y el presupuesto, segmentar los clientes potenciales según su perfil y comportamiento, integrar datos de múltiples fuentes para obtener una visión completa del cliente, y automatizar el proceso de calificación con reglas y flujos de trabajo. Mantén la base de datos actualizada y adapta continuamente los criterios de calificación según el feedback y los resultados obtenidos.

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Abhijeeth Raj

B2B | SaaS | Sales | Education Industry | Growth and technology consultant | V. P Marketing and Corporate Relations| CMO | Entrepreneur
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We use this framework and it is effective when you have a flip side of BANT taken into consideration. Eg: Time in BANT framework. It is observed it is the right time to sell from sales perspective, but the timeline on hand is too short to deliver the product. This leads to chaotic experience and fails over expectations leading to churn soon and once lost its, lost for long. So if the delivery timeline is too short and we can’t deliver something even when the need and time is right within the delivery timelines, we don’t consider it as BANT to ensure experience is not hampered and better win a client later than losing them for ever. In services business this is a critical factor. Just saying! Cheers!

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Erwin William Quiroz Arias

Ingeniería Mecánica de Fluidos | Ingeniería Comercial
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Un marco de calificación de clientes potenciales es un sistema estructurado que las empresas utilizan para evaluar y clasificar la calidad de los clientes potenciales en función de diversos criterios. Este marco ayuda a los equipos de ventas a priorizar sus esfuerzos y recursos, centrándose en aquellos clientes potenciales que tienen mayor probabilidad de convertirse en clientes reales.

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2 Customize your CRM fields and views

Once you have your lead qualification framework, you can customize your CRM fields and views to capture and display the relevant information. For example, you can add custom fields to record the lead's budget, authority, need, and timeline, or use existing fields to store this data. You can also create custom views to filter and sort your leads by their qualification score, stage, source, industry, or any other criteria that matters to you. This way, you can easily see which leads are qualified, unqualified, or need further nurturing.

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David S.

Sales Executive at Hire Love | Cybersecurity | Product Management | Entrepreneurship | C|EH | W|AHS
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Craft your CRM like building a droid, tailoring fields and views to filter leads as skillfully as R2-D2 aids in Rebel missions.

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3 Automate your lead qualification process

Another way to customize your CRM database to improve lead qualification for SE teams is to automate your lead qualification process. This means using tools and integrations to automatically update your CRM data based on the lead's actions and interactions. For example, you can use web forms, chatbots, or email campaigns to collect and update the lead's information, such as their budget, authority, need, and timeline. You can also use workflows, triggers, or rules to assign and notify your SE team when a lead reaches a certain qualification level or stage.

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Gisela Ortiz

Desarrollo de Negocios basado en Data & Analytics | Inteligencia de Clientes | CRM
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Creo que es clave que el sistema de calificación de clientes potenciales sea dinámico y se actualice en tiempo real para reflejar los cambios en el comportamiento y las variables relevantes a lo largo del embudo de ventas, permitiendo que las acciones que se definan esten alineadas a las necesidades y preferencias cambiantes de los clientes a lo largo de su viaje.

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4 Enhance your lead qualification insights

Customizing your CRM database to improve lead qualification for SE teams also involves enhancing your lead qualification insights. This means using analytics and reporting tools to measure and optimize your lead qualification performance and results. For example, you can use dashboards, charts, or graphs to track and visualize your lead qualification metrics, such as the number, quality, and conversion rate of your leads. You can also use feedback, surveys, or interviews to understand and improve your lead qualification process and criteria.

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5 Align your SE team with your CRM database

Finally, customizing your CRM database to improve lead qualification for SE teams requires aligning your SE team with your CRM database. This means ensuring that your SE team understands and follows your lead qualification framework, fields, views, process, and insights. You can do this by providing training, documentation, and support to your SE team on how to use and update your CRM database effectively and efficiently. You can also encourage collaboration, communication, and feedback among your SE team and other stakeholders, such as sales reps, marketing specialists, or managers.

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6 Experiment and iterate with your CRM database

Customizing your CRM database to improve lead qualification for SE teams is not a one-time project, but an ongoing process. You should always experiment and iterate with your CRM database to adapt to changing market conditions, customer needs, and sales goals. You can use A/B testing, pilot programs, or user feedback to test and refine your CRM database customization and automation. You can also use best practices, benchmarks, or case studies to learn and improve from other successful SE teams and organizations.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you customize your CRM database to improve lead qualification for SE teams?

1

2

3

4

5

6

7

1 Define your lead qualification framework

2 Customize your CRM fields and views

3 Automate your lead qualification process

4 Enhance your lead qualification insights

5 Align your SE team with your CRM database

6 Experiment and iterate with your CRM database

7 Here’s what else to consider

Sales Engineering

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How can you customize your CRM database to improve lead qualification for SE teams?

1

2

3

4

5

6

7

1 Define your lead qualification framework

2 Customize your CRM fields and views

3 Automate your lead qualification process

4 Enhance your lead qualification insights

5 Align your SE team with your CRM database

6 Experiment and iterate with your CRM database

7 Here’s what else to consider

Sales Engineering

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