Every type of sale starts with the same thing – a lead. Leads are prospective customers that have shown interest in your product or service. Leads are generated through a variety of efforts conducted by both marketing and sales departments.
However, not all leads are made equal. From hot leads, cold leads to everything in between – there are many ways to classify a sales lead. But there’s one kind of sales lead that every business spends their money to get a hold of- a sales qualified lead.
What is a sales qualified lead (SQL)?
Sales qualified leads are prospective customers that have undergone assessment by both marketing and sales departments. These are the people or businesses that not only have the potential to be customers, but they are also those who are most likely to convert with less effort. Often, these leads are those who already have needs for your product or service.
After being tagged by marketing, the relationship with customers is taken care of by the sales team. Customers who have decided to speak to your company’s representatives then move up the buyer’s journey. While it may not mean immediate opportunity, sales teams will be able to identify their potential and begin the relationship that will nurture them into a purchase.
The value of a sales qualified lead
The value of a qualified lead goes beyond just the initial acquisition period. Customers that inherently find value in your product or service are more likely to remain loyal and repeat their purchases.
A qualified sales lead also gives companies insights on how to better connect with their existing customer base. Qualified leads preferences reveal many things. SQL’s who avail competitor’s products give you clues into what things matter or don’t matter to their purchase.
To stay ahead, companies need to provide consistent and relevant value to their customers. Through learning more about who needs their offerings, companies learn how to give better products or services to match their ever-changing needs.
Nurturing your qualified sales leads
Companies have thousands or even millions of potential customers. However, the bountiful global economy also entails a lot of competition. It’s becoming more and more important to nurture every possible qualified lead to conversion.
Every industry will have its metrics for sales leads. But what is universally applicable is the need for continuous growth and consistent relationship management. A qualified sales lead is nothing with a proper CRM system to stay engaged with your customers.
With the help of CRM enablement platforms like Hey DAN, companies have the opportunity to not only track leads at every stage of the sales funnel but to spot new opportunities to grow their customer base.
From data entry, management, and clean up to profile updating, pipeline tracking, and various other consulting services, Hey DAN has the expertise to take your qualified sales leads and turn them into life-long customers.