Sales Qualified Leads

What is a Sales Qualified Lead. A Sales Qualified Lead involves a prospective customer

Sales Qualified Leads

VSynergize specializes in converting Marketing Qualified Leads to high quality Sales Qualified Leads. A lead becomes qualified when marketing decides that a lead is ready to be moved to sales using SQL Inbound Marketing. Our team has the expertise to bring clicks and capture leads engaging with content. The marketing team engages with these leads, providing them information and scores them based on their actions, and implies SQL Inbound Marketing strategies. These leads become your Marketing Qualified Leads and are handed over to the sales development team

Converting MQLs to SQLs

High quality Leads are the key to a successful business. They improve productivity and minimize cost. Our lead generation programs are designed to suit your marketing and sales processes. Our team is specialized in identifying leads with problems that can be solved by you. We qualify them as SQL for you and assist you in increasing your SQL sales.

We ensure optimum conversion rates of your MQLs to SQLs.

Highly Qualified Leads (HQL)

When you outsource your lead generation process, one of the major advantage that becomes visible early on is the performance of unqualified leads. With targets and incentives in place, the sales team goes after the SQLs.

We at Vsynergize nurture these unqualified leads that are usually ignored by the sales team, mature them through continuous interactions and move them to the very edge of the sales funnel. These high quality leads convert faster, bringing down your average sales cycle.

BANT

One of the most widely-used methods for qualifying a sales lead is BANT: Budget, Authority, Need and Timeframe. With BANT we effectively identify the right leads for you, separating them from the lost causes allowing you a very strong sales opportunity.

Recognizing the challenges that using BANT just as a checklist could pose, we use it more as a concept. Though your prospect needs to qualify on all four characteristics, we change our approach every time to suit the prospect rather than sticking to a particular “script” or “process”.

FAQ – SALES QUALIFIED LEADS

Appointment setting is one of the most effective methods of lead generation. Here are the reasons:
  • Pre-fixed communication time
  • Client would be in a receptive mode
  • Makes easy for the Client Sales Representative to explain company services/products
  • Client would be able to clear all his/her doubts
  • The salesperson may discover problems, which are holding back client from doing business with the organization Companies have different approaches towards appointment setting, some companies keep dedicated sales personnel for appointment setting, and some outsource these services to lead generation companies .
A Sales Qualified Lead (SQL) is a prospective customer that has been researched and vetted - first by an organization's marketing department and then by its sales team – and is deemed ready for the next stage in the sales process. SQL is the next stage of MQL.
Sales Qualified Leads generation is never a one-step process. The Anatomy of a turning MQL to SQL by Email and Phone Call All emails and phone calls must have:
  • Educational content
  • Calls-to-action
Generating leads and fulfilling the pipeline is a crucial part of sales success, and also is an area where most sellers struggle with. Ideas & Methods to Generate More B2B Leads:
  • Develop a Personalized Email Campaign
  • Content Syndication
  • Quora Questions & Answers
  • Attend Events & Conferences
  • Inbound Marketing Strategies
Qualify leads on the basis of need, interest, budget, timing, and decision-maker. Your sales funnel, or sales pipeline is at the core of everything you do. It encompasses all of the results from your email marketing, meetings, lead generation efforts, and processes. To increase your profits, you need to increase the size of your sales funnel.
The first meeting is all about conversation and no sales pitch. The first meeting is meant to be used to understand all that you will need to do in the coming days/weeks in order to close the sale. Components like - client objective, client decision matrix, challenges, technological know-how, and bottlenecks, etc are supposed to be crystal clear in the first meeting itself. Therefore Stop Selling and start conversations in the first meeting itself.
SQL is an active lead for direct sales follow-up and should be given the highest priority for engaging. Affixing MQL to SQL Conversion Rate to the sales KPI dashboard might need to also consider tracking these related sales metrics for context.
  • Average Sales Cycle Length
  • SQL to Win Conversion Rate
  • Average Purchase Value
Smooth transitions from an MQL to SQL depend upon how well sales teams and marketing teams share data. Typically, sales teams find leads with invalid information or prospects who are just not ready to buy. The higher marketing learns about end customers, the greater they can help nurture leads before salespeople have to spend time connecting the wrong prospects.
Questions to verify for tracking MQL:
  • How many MQLs did we get this quarter?
  • How many of our opportunities were generated for MQLs this month?
  • How many times has a lead been an MQL?
  • What channels generate the most MQLs?
A good online Lead Generation Strategy generates great revenue. In fact, 85% of B2B Marketers consider Lead Generation their #1 challenge. If you want to drive fresh leads, try some of the methods to Generate B2B Leads
  • Website Optimization
  • Content Marketing
  • Email Marketing
  • Paid Advertising
  • Personalize Your Content
  • Social Media
  • Find New Keyword Opportunities in Google Analytics
  • Target Competitor's Keywords
  • Analyze Competitor Backlinks
  • Record Website Visitors
According to the research, the average conversion rate from Lead to Opportunity (also can be said as MQL to SQL) was 13% and it takes almost an average of 84 days to convert. However, this varies hugely based on what the source of the lead is.
It's of utmost importance to look beyond quotas and revenue to see which portions are influencing their team's ability to succeed.
  • Time Spent Selling
  • Lead Response Time
  • Opportunity Win Rate
  • Sales Pipeline Coverage (SPC)
  • Customer Acquisition Cost (CAC)
  • Customer Lifetime Value (CLV)
  • Sales Cost Ratio
  • Monthly New Leads
  • Monthly Sales

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