What are the Main Lead Qualifying Frameworks?

It is hardly surprising that 46% of sales reps consider lead quantity and quality as their greatest challenges. While it's not a big deal to get 1,000 leads with a targeted campaign, it is quite another to produce 1,000 qualified prospects.

A qualified lead is someone who has provided their contact information on your website, with the intention of becoming?a client or customer.

Salespeople who do not thoroughly qualify their leads before speaking with them account for 67% of lost sales. You cannot afford to ignore this stage because the results of not having a plan for lead qualification directly affect your sales funnel.

What are the Benefits of Lead Qualification?

When you qualify your leads, you are able to better connect with them and offer the exact solutions to their problems, which dramatically increases your chances of closing the sales.

How exactly does this happen?

·??????It guarantees enhanced personalization. You can personalize email campaigns and segment leads depending on their traits using the procedure.

·??????A sales representative can prioritize leads in their pipeline and devote more time to cultivating relationships with prospects who are most likely to make purchases when they are aware of the quality of each individual lead.

·??????Close rates rise as a result. Even eligible leads may not all have the same level of interest in purchasing. You'll be able to contact prospects with messages that resonate with them and close sales more quickly,?if you have a strong awareness of their goals and issues.

Lead Qualifying Frameworks to Use During Prospecting

BANT?(Budget, Authority, Need, Timing)

Budget – Can they afford to purchase from you?

Authority – Is your point of contact the decision-maker?

Need – Are you able to solve their problem with your solution?

Timing – How soon do they need to solve their problem?

FAINT?(Funds, Authority, Interest, Need, Timing)

Funds – Does the company have the funds and financial capacity to work with you?

Authority – Are you speaking to the decision-maker?

Interest – Why are they considering your solution? Do they understand how it'll help them?

Need – Which of the lead’s problems will your solution solve?

Timing – What is the company’s timeframe for implementing your proposed solution?

ANUM?(Authority, Need, Urgency, Money)

Authority – Are you speaking to the decision-maker, and are you building a relationship?

Need – Do they really need your solution to solve their problem?

Urgency – How urgent are they to solve their problem?

Money – Does the company have the budget to purchase from you?