Understanding the sales qualified lead meaning for finance

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Alex from inspire beats here for entrepreneur magazine and this is how do you define a qualified lead so first Who am I I am chief marketing sumo at a company called inspire beats calm we do legion and outbound emails for software-as-a-service company's b2b companies and agencies this year have generated over 20 million dollars in leads and sold over 2 million dollars in sales which is pretty awesome also the haircut and award-winning smile I've been told which you can judge for yourself I just check out that amazing profile picture so that's that's why I'm worth listening to so let's jump into it one you need to identify your targets are at a high level so we want to create a huge list of leads that's basically company size industry whatever works for you so for some companies will want you know like SMB s between 25 and 75 employees other ones might want you know budding startups that have under 10 employees so company size and then industry is also important some people only sell to lawyers some people only sell to people that are in factories and have a certain electric bill so that sort of thing so the main goal here is to come up with as big a list as possible of people so a quick example I found these guys entrepreneur so this is a company called Zozi and they do travel right so one of the targets you could target for them is startups and the way that we would find leads for them is look at startup jobs right because we want to find growing companies that would be more likely to buy on travel so we go to startup jobs and find all of the startups on there that's step one find as many as you can once we have that huge list right all of them might not be interested in Zozi but now we have you know a bunch so once we have the large list we're gonna further qualify by looking for buying signals not sure who penned the phrase buying signals but it really describes what we're going for here so we want to look for published information online that would make the people that you're finding the leads qualified and make them a good candidate for your service so for Zozi what we do is go to angel list and put in some qualifications here if you see in the search bar we look for sales jobs right that pay over 87,000 dollars a year with remote okay and the assumption I'm making here is if they're hiring remote salespeople that either means that you know they travel a lot for business right so they need people that are open to remote or they do a lot of callings so either one of those is probably fine and I have the salary mark there because I figure if you're paying someone at least eighty seven thousand dollars a year you're probably good at traveling so these people are ready to buy Zozi service and what you want to do is look for buying signals that are similar maybe if you're selling user experience design your agency they're hiring designers is a good one if you're selling social media maybe they're ramping up their social media following if you're in brick-and-mortar sales maybe they're hiring a bunch and their employees on LinkedIn just jumped up because they're about to open a new location any sort of buying signal like that is what you want to look at and further qualify the people so once you have those two things you want to send them a well-crafted email or just any email and you should have them hooked which I have other videos that go over that any questions feel free to reach out to me Alex at inspire beats comm go over to our website if you want leads follow me on Twitter and it was great talking you today