When we choose to use the Inbound Marketing strategy . We are with a new scenario, the increase in incoming leads. However, many times, the number the service capacity of your commercial team. And, therefore, it is important to know which contacts to approach first. The passage from marketing to sales is one of the most important moments of Inbound, because if you pass an immature lead, you can reduce the likelihood of sale . Meanwhile, a hot lead can end up being left out. That’s why we must define strict criteria to qualify. The position of each lead and thus define priorities.
Are you in doubt about what these criteria are
So keep following this post and check it out! Qualified lead profile The first step is to define the profile of your ideal client, that is, to establish your buyer persona . Start Retail Email List by describing all the most important traits a person needs to have in order to be ready to do business with your company. For this, consider: profession, position you hold, the size of the company you work for, the area of expertise, what are your main problems, among others of importance to you. It is through this data that you will be able to measure who is ready to be approached by the commercial team and who should continue to be nurtured for future decision-making.
Lead history study At this stage
Only with this information, the sales team will be able to offer a completely personalized service. To ensure a fluidity in this transition, the ideal is to use GMX Email List a CRM. In addition to storing data in a more organized way, the CRM can help you transfer leads from one team to another and also qualify them. Many CRMs allow the creation of a scoring , that is, the attribution of a value for each action of your lead. With this function activated, you can grant a value to those who convert on a landing page , another higher value to those who ask for a quote or add a bonus score to those who have a decision-making position.