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How do you segment leads based on their level of engagement during sales prospecting?

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Sales prospecting is the process of finding and reaching out to potential customers who might be interested in your products or services. However, not all prospects are equally ready to buy or engage with your sales pitch. That's why you need to segment your leads based on their level of engagement, which reflects how interested, aware, and qualified they are for your offer. In this article, you'll learn how to segment your leads into four categories: cold, warm, hot, and qualified, and how to tailor your sales approach accordingly.

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Regina Lara Cuti

Fractional SDR Manager | ??Creando tu máquina de prospección | ?? Encuentra tu SDR cualificado en menos de 1 semana

1 Cold leads

Cold leads are prospects who have never heard of your company or product before. They are not actively looking for a solution to their problem or need, and they are not aware of the value you can provide. Cold leads require a lot of education and nurturing before they can move to the next stage of the sales funnel. To segment cold leads, you can use various sources of data, such as industry reports, social media, online directories, referrals, or events. Your goal is to identify their pain points, challenges, and goals, and to spark their curiosity and interest in your offer.

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Regina Lara Cuti

Fractional SDR Manager | ??Creando tu máquina de prospección | ?? Encuentra tu SDR cualificado en menos de 1 semana
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As they are cold, the reality is that you don't have enough information to segment there. Only ways are to check in LinkedIn events, groups, news... that can give you a piece of information.

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2 Warm leads

Warm leads are prospects who have shown some interest in your company or product, but are not ready to buy yet. They might have visited your website, downloaded your content, subscribed to your newsletter, or followed you on social media. Warm leads are aware of their problem or need, and they are open to learning more about your solution. To segment warm leads, you can use various indicators of engagement, such as email opens, clicks, replies, web page visits, content consumption, or social media interactions. Your goal is to build trust and rapport with them, and to demonstrate your credibility and authority in your field.

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Regina Lara Cuti

Fractional SDR Manager | ??Creando tu máquina de prospección | ?? Encuentra tu SDR cualificado en menos de 1 semana
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your objective with warm leads is to build trust and rapport. It's a critical stage where the right nurturing can eventually convert these leads into satisfied customers...

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3 Hot leads

Hot leads are prospects who have expressed a strong interest in your company or product, and are ready to buy or close the deal. They might have requested a demo, a trial, a quote, or a consultation. Hot leads are aware of the value and benefits of your solution, and they have a clear budget, timeline, and decision-making process. To segment hot leads, you can use various criteria of qualification, such as BANT (budget, authority, need, and timing), CHAMP (challenges, authority, money, and prioritization), or MEDDIC (metrics, economic buyer, decision criteria, decision process, identify pain, and champion). Your goal is to overcome any objections or barriers they might have, and to persuade them to take action and buy from you.

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4 Qualified leads

Qualified leads are prospects who have met all the criteria of qualification, and have been verified and validated by your sales team. They are the most likely to become your customers, and they have the highest potential value for your business. Qualified leads are the result of a successful sales prospecting process, and they are ready to be handed over to your account executives or sales reps for closing. To segment qualified leads, you can use various scoring systems, such as lead scoring (assigning points based on demographic and behavioral attributes), predictive lead scoring (using data and algorithms to predict the likelihood of conversion), or account-based scoring (focusing on the fit and engagement of the whole account rather than the individual contact). Your goal is to prioritize and allocate your qualified leads to the most appropriate sales resources, and to optimize your sales performance and revenue.

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5 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 do you segment leads based on their level of engagement during sales prospecting?

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1 Cold leads

2 Warm leads

3 Hot leads

4 Qualified leads

5 Here’s what else to consider

Technical Sales

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How do you segment leads based on their level of engagement during sales prospecting?

1

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4

5

1 Cold leads

2 Warm leads

3 Hot leads

4 Qualified leads

5 Here’s what else to consider

Technical Sales

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