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[Laughter] hello welcome to this lead forensics educational video elevating your marketing and sales success educational insights brought to you by marketing in sales leaders in this video I'll be telling you how to maintain a strong business-to-business sales funnel in 2020 the b2b sales funnel tends to be quite simple in most cases it starts with a lead moves through to a sales qualified lead and finishes with a customer of course there's a huge amount of work between each stopping point whether at the top of the funnel or at the bottom maintaining a strong funnel all year round is a challenge for any sales team so let's see if we can make this a little bit easier for you it's all about quality from start to finish your business the business sales funnel needs to exude quality and care the better the quality of leads generated the easier they'll be to qualify thoroughly which results in close sales at a higher order value generating more revenue and future revenue from upsells and cross-sells look at the sales funnel in this simple form think about how we can improve it to bring real quality into your business to business sales process so it remains robust and substantial all year long let's start at the top of the funnel so in b2b sales it all starts with the business leads how does your sales team acquire leads do they match your buyer persona are you spoilt for choice or grabbing anything that comes your way salespeople focus on turning leads into sales but if the leads you start with a report quality the rest of your funnel will tend to suffer the fix is simple a great lead generation solution that works for sales teams so lead forensics identifies anonymous website visitors so you know who needs your solution we not only tell you the business name but we also provide you with contact details for key decision-makers within the organizations with this information sales teams can call warm leads that have expressed an interest in your product teams can construct tailored follow-up calls improving cold calling success from 2% up to 40% now for the middle of the funnel so the lead qualification process in sales is absolutely crucial in its most basic form a sales qualified lead is ready and able to purchase your solution afraid it's a qualified leads results in wasted time missed opportunities bad customer fear or being unable to close deals altogether with that sense of quality in mind here are the do's and don'ts for qualifying sales leads so the do's measure the lead against your typical buyer persona making note of any changes you'll need to employ during the sales process to accommodate your customer ensure buyer personas are up to date the more detailed the better acknowledge your prospects needs and adhere to them make sure you do your research and get to know the customers decision making process ask about their requirements and see if there's a fit ask about competitors and never bad-mouthed always inform and let them know how you differ so the donuts don't ignore inconsistencies politely gain clarity to avoid problems further down the line don't just listen you need to pay close attention to tone and nuances in their speech if you detect uncertainty ask questions so they can further elaborate don't turn the call into a quiz you need answers but you need to be human too and finally the bottom of the funnel if you qualified your leads effectively you'll have what you need to bring quality into your sales tactics tailor everything's that qualifying information tree every lead would care and adapt your solutions and their precise requirements you'll know exactly what they want to hear what problems you may encounter and what numbers to hit them with this may seem like a lot of work but this is what rounds off a very strong sales funnel you'll be maintaining high quality qualified leads and pulling them through the bottom as your customers they will spend more money and they will see the true value of your product they'll be easier to retain offer you more sales through upsell and be likely to give you referrals to now referrals at this secret to a strong sales funnel always always ask for them 91% of business-to-business buyers would be happy to refer you but only 11% of sales people ask referrals put more business back into the funnel and allow it to stay topped up all year long follow these steps to a high-quality sales funnel and you're on track to see business-to-business sales success for the rest of the year I really hope you found this video useful please give this video a like share and comment on any future topics that you'd like us to cover and make sure you follow us on all of our social media platforms at lead forensics on LinkedIn Twitter Facebook and Instagram I'll see you next time [Music] you