There are several types of lead qualification structures , among which you can find the ideal one for your team, check out some examples:
BANT (Budget, Authority, Need, Time). Conceived by IBM, this lead qualification framework is still widely used today;
GPCTBA/C&I (Goals, Plans, Challenges, Schedule, Budget, Authority, Negative Consequences, Positive Implications). Developed by HubSpot, this framework is a bit more detailed;
CHAMP (Challenges, Authority, Money, Prioritization). Designed by InsightSquared, it starts with the most important questions about challenges;
MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain Identification, Champion): requires a lot of information and is recommended for teams that serve enterprise customers , as it requires a lot of investment of time and money to win this lead ;
When to move the qualified lead through the Funnel
After the initial discovery call, you’ll have to decide whether or not to pursue the lead . Good signs that prospects want to move forward are the following:
pains: they clearly articulated what challenges they had physical therapist email list and spoke at length about them, showing that it was a priority to resolve them as quickly as possible;
specific goals: they are clear about measurable goals and results, which shows that they have spent a lot of time thinking about the challenge and will be receptive to solutions that help achieve these objectives;
Knowledge: They know the ins and outs of your project like the back of their hand, which means they probably have an influence on the purchasing decision, even if they are not the ones responsible.
On the other hand, there are points of attention that can tell you that certain potential clients are not the ones you want to keep under your wing:
Short answers: Whether it’s because they don’t have time to talk, haven’t thought much about their challenges, or don’t have a pain point you can address, this is a clear indicator that prospects aren’t interested;
inconsistent responses: inconsistent or confusing responses are an indicator that they probably don't have much influence over the project, or it's not a high enough priority that they're willing to find a solution yet.
What are the most common mistakes in lead qualification ?
There are some common mistakes to avoid when it comes to the entire lead qualification process . Check out what they are below:
not clearly defining who your qualified lead is ;
qualify the professional, not the company;
qualify based on guesses, without relying on data;
letting the sales team waste time with unqualified leads .
Remember that lead qualification aims to ensure that your sales actions impact the audience profile that is most likely to convert . This requires that you are always updating your information about your audience's expectations and needs. Learn more about Hubify and our digital marketing strategies by visiting the website .