Learn about sales lead qualification criteria for teams

How to create outlook signature

so teams should prioritize leads by understanding the criterion and the qualification criteria of those leads and i think it goes back to understanding simply put some people do tier one tier two tier three we like a b and c because it's a simple thing you got your a prospects your b prospects and your c prospects same thing with clients you got your a clients your b clients and your c clients great average crap and each one of those buckets has certain characteristics certain industries are great for us certain industries are terrible for us number of employees number of locations all this stuff we can start to segment out usually we look at actually two tiers of information tier one information is stuff that we can get through hoover's or data.com or something like that where okay i'm running a list of every company between 10 and 200 employees and these industries and whatever and these sic codes that's the tier one information the tier two information is stuff that we probably have to make a phone call for as an example i used to sell it services right and um we used to sell their companies under 100 employees that was our sweet spot was 20 to 100 employees so a tier one piece of information we could get is how many employees do you have that was pretty easy to find but we had to make a phone call to figure out how many computers they had so as an example we would figure out what that tier two information was and therefore we would never waste a cold call right you never want to waste a cold call obviously the goal of a cold call is to get a meeting but a secondary goal of a cold call is to get one additional piece of qualifying information to help you put them in an a b or c bucket so i call in to somebody say hey you know love to talk to who's the person manages your i.t department or whatever and she said he or she says you know what he's in a meeting kind of put you through to his voicemail sure no problem hey real quick before i go through to his or her voicemail it says here you got about 100 100 employees that work at your company is that accurate yeah it is um just accurate do you have about the same amount of computers everybody have a computer at your office oh no no no we only have 10 computers in the front office oh okay thank you i'll leave a message now it just went from an a to a c all right so now you start to refine that and you start to really hone in and ask those little nuggets that are going to put you in a a b or c category and we actually do a matrix which is a b or c which is um the level of quality and then one two or three which is a level of interest so now as you're calling you're trying to gather this information and what you're doing is you're trying to identify whether an a1 an a2 and a3 a b1 a b2 and a b3 and so now based on that criteria you can start to segment out your database and say you know what i want to see every a2 in this industry i want to see every cfo of an a2 in this industry now you can run a list it'll be 30 or 40 names however many year and then you can come up with a very specific value process position and campaign to that specific group you