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What are the most effective ways to gather lead information during the qualification process?

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Qualifying and prioritizing leads is a crucial skill for outside sales professionals. It helps you focus your time and energy on the prospects who are most likely to buy from you and avoid wasting resources on those who are not. But how do you gather the information you need to qualify and prioritize leads effectively? In this article, we will share some of the most effective ways to collect lead information during the qualification process.

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Jakub Sawicki

SaaS | Sales guy working with startups. Delivering real solutions to the market.

1 Ask open-ended questions

One of the best ways to gather lead information is to ask open-ended questions that encourage prospects to share their pain points, goals, needs, and preferences. Open-ended questions are those that cannot be answered with a simple yes or no, such as "What are the main challenges you are facing right now?" or "How do you measure success in your role?" These questions allow you to uncover the prospects' motivations, interests, and expectations, as well as their level of urgency and authority.

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Jakub Sawicki

SaaS | Sales guy working with startups. Delivering real solutions to the market.
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Cool, but remember about the buyers who just-want-to-see-the-product. Sometimes it might be a good idea to show the best feature first and then ask something like, "How do you see your team using that?". Then go from here.

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2 Listen actively and empathetically

Another important way to gather lead information is to listen actively and empathetically to what prospects say. Active listening means paying attention to the prospects' words, tone, and body language, and showing that you understand and care about their situation. Empathetic listening means putting yourself in the prospects' shoes and acknowledging their emotions and feelings. By listening actively and empathetically, you can build rapport and trust with prospects, as well as identify their pain points, goals, and needs more accurately.

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3 Use a qualification framework

A third way to gather lead information is to use a qualification framework that helps you structure your questions and evaluate your prospects. A qualification framework is a set of criteria that defines what makes a prospect a good fit for your solution. There are different qualification frameworks that you can use, such as BANT (Budget, Authority, Need, Timing), CHAMP (Challenges, Authority, Money, Prioritization), or MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion). By using a qualification framework, you can ask relevant and consistent questions that help you determine the prospects' readiness and suitability for your solution.

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4 Record and review your conversations

A fourth way to gather lead information is to record and review your conversations with prospects. Recording your conversations allows you to capture the details and nuances of what prospects say, as well as their tone and emotion. Reviewing your conversations allows you to analyze and summarize the information you collected, as well as identify any gaps or inconsistencies that you need to follow up on. By recording and reviewing your conversations, you can improve your understanding and memory of your prospects, as well as your communication and qualification skills.

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Yong ZiHui

Customer Success | Sales | Account Management | Championing customer-centric approaches to drive sustainable business growth
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One thing I found useful, is to screen capture my Zoom conversations (or which ever meeting apps). Take note of customers needs and preferences. You can also improve your pitch, your tone, your voice and improve upon it in the next meeting.

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5 Use online tools and resources

A fifth way to gather lead information is to use online tools and resources that can help you research and verify your prospects. Online tools and resources include social media platforms, company websites, industry reports, news articles, blogs, podcasts, webinars, and online reviews. By using online tools and resources, you can learn more about your prospects' background, industry, competitors, challenges, goals, and preferences, as well as their level of awareness and engagement with your solution.

Gathering lead information during the qualification process is essential for outside sales success. By asking open-ended questions, listening actively and empathetically, using a qualification framework, recording and reviewing your conversations, and using online tools and resources, you can collect the information you need to qualify and prioritize your leads effectively.

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Yong ZiHui

Customer Success | Sales | Account Management | Championing customer-centric approaches to drive sustainable business growth
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In my experience, Besides using online tools for gathering lead information including CRM platforms like HubSpot or Salesforce and survey tools like Typeform or SurveyMonkey. We can also use social media listening tools such as Hootsuite or Mention, and analytics tools like Google Analytics for website data gathering. Other email marketing platforms like Mailchimp or Constant Contact also offer features for lead tracking. By integrating a combination of these tools, we can provide a comprehensive approach to lead information gathering.

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6 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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What are the most effective ways to gather lead information during the qualification process?

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3

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1 Ask open-ended questions

2 Listen actively and empathetically

3 Use a qualification framework

4 Record and review your conversations

5 Use online tools and resources

6 Here’s what else to consider

Outside Sales

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What are the most effective ways to gather lead information during the qualification process?

1

2

3

4

5

6

1 Ask open-ended questions

2 Listen actively and empathetically

3 Use a qualification framework

4 Record and review your conversations

5 Use online tools and resources

6 Here’s what else to consider

Outside Sales

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