Don’t waste your sales reps’ valuable time and energy chasing leads that are dead ends or aren’t your ideal buyers. But how do you weed out unfit leads from your database? It’s tedious work, even with the ability to do extensive research online. Let software relieve some of these headaches by using marketing automation to help qualify sales leads and determine which leads are worth the effort. We’re excited to share 3 ways marketing automation helps qualify sales leads.
Understand your ideal buyers
Train sales reps to qualify leads by considering long-term compatibility and potential relationships that can be built. By considering the profitability down the road, you have the opportunity to build and maintain a working relationship with these leads, communicate regularly through personalized outbound efforts, build trust, and ultimately end up with an ideal buyer. Merging creative efforts between your sales and marketing teams to determine the most effective traits you expect of the ideal buyers will greatly benefit your company. They come in handy not only for the sales team in their lead qualification process, but also for the marketing team in focusing their targeted efforts.
Maintain your database
In order to have a well-oiled CRM, it’s important to utilize lead management practices that will make life easier for sales reps and help them close more leads. Once you’ve set behavioral characteristics for your ideal buyers, Lead Liaison’s marketing automation software will help qualify sales leads and update that information for you. No need to worry about manually entering the details.
Ask the right questions
There’s no faster way to lose a lead or misqualify a lead than to have the sales rep asking indirect or irrelevant questions. Because you should be able to qualify your sales lead into one category or the other after the first call, it’s critical to gather the right information from them as efficiently as possible. During the collaboration meeting between the sales and marketing teams (as mentioned above), a helpful exercise is to brainstorm targeted questions for sales reps to ask prospects in that first phone conversation. We all know how sales calls can go—it’s easy to sound over-salesy if you exclaim the wonders of your company at the very start of the call. Instead, use that time to ask questions, determine if they may fit into the ideal buyer bucket, and most importantly, create a relationship and an emotional connection. Determine how they make decisions and what they’re looking for when they select a service provider.
Marketing automation software helps qualify sales leads through properly managing all of your lead information and ensuring accurate CRM upkeep so that sales reps have current data available to them as they need it. To learn more about how marketing automation software can help your business, check out Lead Liaison’s solutions.