Top lead generation companies like The Global Associates are always concerned over the B2B sales leads that keep lingering on indefinitely without producing any results. Qualifying B2B sales leads is a costly affair; it’s essential to decide whether to continue with these leads if they are not bearing any fruits. Making certain criteria is essential in order to make the status of a lead crystal clear. You must know certain things about your relationship with the prospect to ascertain their level of motivation and your chances to bag the deal.
Following are some vital things you must know to prevent the leads from going into the sales purgatory:
- Your competitors
Facing a lot of competition is unavoidable in this age of ever-intensifying global competition; always go ahead and ask the prospect if they are being approached by your competitors. If the answer is in negative; it means that either it’s low-hanging fruit for you or perhaps they are not serious enough about buying at all.
- Your own level of competence
During the process of B2B sales leads qualification, it’s necessary to know the expectations of the prospect regarding the quality and background of vendors. This will give you an idea about the level of your own competence. If you cannot meet their expectations with your current capabilities, move on; if possible, make some adjustments to raise your level.
- Know their timeline
Always ask their timeline right away, there’s no use groping in the dark. You will get a definite idea of their intentions by having an idea about when they are expected to make decisions about implementing the solution. You can also finalize your own timetable about when to approach them with the proposal.
Lead generation companies are always concerned over too many B2B sales leads in the sales purgatory. This could lead to confusion and wastage of time and effort. You can easily avoid this unpleasant situation by knowing certain things about the prospect and yourself.