Are they really interested in buying your product?
Are they interested in learning more?
No automatic disqualification
Lead qualification establishes the step-by-step criteria to ensure the leads have the highest probability of becoming future customers.
Sales reps need to spend less time on unqualified leads and more time closing.
Sales pipelines are either qualified or disqualified leads, depending on whether or not they meet these criteria. These are designed to separate the potential customers from the dead-end leads enabling sales teams to concentrate on prospects who have the highest likelihood of converting.
By breaking down the criteria into more manageable individual tasks the checklist keeps the lead qualification process consistent.
Listing all characteristics and questions that can define your target customer allows you to evaluate and check every box so they are qualified lead.
Are they really interested in buying your product?
Are they interested in learning more?
No automatic disqualification
Difference between wanting a product and having a use for it.
Clarity on how you can make a difference.
Sensitive subject and a few ideas to get an idea of budget.
Is it the right time?
Just because a lead isn’t ready to purchase right now doesn’t mean they won’t be ready
Making a sale requires approval from the decision-maker is this the right person?
Knowledge check to determine level of intimate knowledge of company goals, challenges, and needs.
Knowing who makes the buying decisions, and understanding the role that each person plays.
BANT: originally developed by IBM which seeks to uncover the following four pieces of information
MEDDIC: Created by Jack Napoli at technology company PTC. Aim to get sales reps to understand all aspects of a target customer purchase process.
CHAMP: Challenge ahead of authority to find out information and determine who to reach out to.
similar to ANUM
ANUM: Determine whether to speak with a decision-maker first.
spin on BANT
FAINT: Many purchase decisions are unplanned.