Build Out Clear Criteria for Qualification

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Document Your Current Sales Process
A sales process is your strategy that moves leads down your sales funnel. It mirrors your lead management process by defining your sales activities at each step—those necessary to encourage leads to take that next action.

You need a documented sales process because it’s the only way to understand how you currently sell and how each activity impacts the end result. It also gives your entire sales team a consistent approach and a solid plan for every scenario, problem, and objection.

When documenting it, you’ll want to include things like:

Lead generation and prospecting
Lead qualification
Connection
Presentation, pitch, and demo
Objection handling
Closing
Delivering the product
Follow-up and referrals
Let’s say your product is perfect for large restaurant turkey telegram data chains, but many of your new leads are small, family-owned coffee shops.

Sure, you could try to sell to everyone that comes through your virtual door. By doing this, you’d spend lots of time running in circles, only to realize that many of them wouldn’t buy from you no matter what you did.

The better way? Having distinct, crisp criteria for what makes a great lead—one that has the budget, authority, need, and willingness to buy your product or service.

You’ll find this qualification criteria by combing through previous sales conversations, as well as the attributes of your most successful customers. Look for things like company priorities, obstacles, previous spending on other solutions, and their decision making process.