Ko woni Lead Qualification? Koolaaɗo kuuɓal wonande kippuuji yeeyooɓe

Ko ɓuri heewde e leads ko marketing noddirta ko kalifaandi meeɗaa wuurde jokkondirde e yeeyde. E nder gollorɗe, ko hakkundeere MQL to SQL njuuteendi waylo-waylo ina jooɗii e tan 13%. E konngol laaɓtungol, yeeyde juuɗe off teemedere leads, e yeeyde tan yiyri sappo e tati fotde rewde. Ɗuum wonaa caɗeele yonta lead. Ko caɗeele kalifaandi, kadi ko caɗeele caɗtuɗe so tawii hay gooto feewnaani ɗum.

Ko ɗum woni ko lead qualification woni. Ndee winndannde ina renndini ko nde firti tigi rigi, sifaaji qualified leads ɗi kawru-ɗaa ɗii, kaɓirɗe potɗe anndeede, e peeje jokkondirɗe ɗum fof. E laawol ngol maa en toɗɗo ɗo ngol yahrata e bannge jibinannde lead nde njiɗ-ɗen, sabu kalifaandi ina golla tan so tawii leads yettaade reps maa ina sourced e won anniya caggal mum en.

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Ko woni Lead Qualification?

Lead qualification ko laawol ngam anndude so tawii ko njiɗ-ɗaa waɗde ina foti e sahaa maa hade maa waɗde heen ko ɓuri ɗum. Firti ko ƴeewtaade so tawii won jogiiɗo haajuuji gooŋɗuɗi e bidje e mbaawka golloraade ɗum, wonaa tan neɗɗo hebbinɗo ɓataake walla udditiiɗo iimeel. Skip ndee ɗoo ɗatal aɗa waɗa yeeyirde. Aɗa waɗa teskaare e limlebbi ɓeydaaɗi.

Ko ɗoo woni feccere nde ko ɓuri heewde e yimɓe njiyata: kalifaandi wonaa sahaa gooto handoff. Ko relay, feccii hakkunde yeeyde e yeeyde, bannge kala ina waawi leads e nokku ceertuɗo e nder funeeɓe. So ɗuum ɓennii hol golle, marketing's walla yeeyde'? Hay gooto e maɓɓe wonaa gooto. Filteruuji yeeyirde ngam nafoore e fittaandu to dow funeeɓe. Fiiltirɗe yeeyirde ngam taƴondiral e yaawre haa les.

Ceerndagol gootol fotngol waɗeede ko yaawi : karallaagal wonaa gootum e... lead limngal. Scoring, heewi dogde e nder Software limto lead, ina rokka nafoore limoore tuugiinde e fittaandu e jokkondiral. Kuulal ko noddaango ñaawoore ƴettuɗo ko foti waɗeede e ndeen limre.

Nokkuuji Qualified Leads

Njahdu e kala batu yeeyirde aɗa nana ɗeeɗoo kelme nay ina mberlee no gooto fof jaɓiri ko ɗe njiɗi wiyde. Ɓe mbaɗataa, wonaa sahaa kala. Ko ɗoo kelme ɗe ngoni tigi rigi:

Marketing keɓtinaaɗo lead (MQL): a lead hollirɗo nafoore maantiniinde rewrude e loowdi, kampaañ, walla kewuuji, tawa alaa jokkondiral yeeyooɓe toowngal tawo. Ɗee ina keewi surfaade rewrude e anniya tuugiiɗo e yeeyde, rewindaade jolɗe dijital ɗe nganndu-ɗaa ina kollita neɗɗo e nder mbaadi caɗeele hade mum haalde konngol e hay gooto.
Yeeyde jaɓaama lead (SAL): an MQL mo yeeyooɓe ƴeewti, nanondiri ina foti rewindaade ko ɓuri luggiɗde. Won e juɓɓule kuutortoo ɗum ko ƴeewndo hakkundeejo hade lead wontude SQL, laawol wonande... ekipaaji yeeyooɓe yaltuɓe wiyde "eey, oo ko goonga" hade mum waɗde heen sahaa goonga.
Yeeyooɓe lead (SQL): lead mo yeeyooɓe ƴeewti haa timmi, tabitini wonde ina jogii haaju goonga, sahaa goonga, e jokkondire e ƴettugol kuule. Ko ɗum lead mo yeewtere goonga e fittaandu e coggu, wonaa imeel nurture.
lead (PQL) potɗo huutoreede : lead mo heɓi nafoore laaɓtunde gila e geɗel ngel e hoore mum, ko ɓuri heewde ko e jarribo ngo alaa kaalis walla kuutoragol freemium. Product oo waɗii ko ina hollita ko adii nde rep meeɗata ƴettude telefoŋ oo.

Aɗa haani nayi ɗii fof? Ina gasa tawa wonaa noon. Kippuuji tokoosi ina keewi loppitde MQL e SAL e nder doggol gootol sabu ɓe ngalaa limre hoore ngam dogginde nokkuuji ɗiɗi ƴeewndo. Sosiyeteeji ardiiɗi geɗe ina tuugnii no feewi e PQLs e nokku mum, nde tawnoo dokke kuutoragol ina kaala ko ɓuri ko fillo form meeɗaa waawde.

Kaɓirɗe Lead Qualification

Suɓo framework mo moƴƴaani, aɗa waawi borde lead warm e naamne doggol ƴeewndo walla bonnude rep's afternoon e dogde neɗɗo mo meeɗaa soodde. Ko haani koo fawii ko e caɗtugol nanondiral, njuuteendi cirƴam yeeyirde, e no foti gollotooɓe ngoni e nder suudu nduu tigi rigi, tee alaa, alaa kaɓirgal gootal dañoowo sahaa kala.

BANT (Bidsee, Laamu, Haajuuji, Wakkati)

BANT woni innde ɓurnde ɓooyde e nder suudu nduu, kadi ina jokki e saraaji sabu ina gollira so aɗa yiɗi jaabawuuli ko yaawi. Naamne nay toowɗe : mbele eɓe mbaawi yoɓde ɗum, hol pellitoowo tigi rigi, hol caɗeele ɓe ngoni e safrude, e hol nde ɓe njiɗi safrude ɗum. Alaa yimre, alaa arc yiytugol, ko geɗe tan ɗe pot-ɗaa anndude so tawii aɗa jokki.

Ko ɗum tigi waɗi ɗum yahdude e kaalis laaɓtuɗo, toowɗo, ɗo rep ina doga e defte leads e yontere e geɗe njaaweeki ɓuri nuance.

Kono pus BANT no feewi, ɗum fuɗɗoo nanndude e naamnal. Naamndo prospect ko faati e budget e nder leƴƴanɗe capanɗe tati gadane ɗee tawa aɗa waasa ɓe, aɗa vetta ɓe no joom leydi ƴeewndotoo credit scores. Huutortee ko e tiiɗnaare, ina janngee no njulaagu e yeeyoowo-arannde, wonaa tan tonngoode nde njiɗɗaa e noddaango adanngo.

CHAMP (Caɗeele, Laamu, Kaalis, Ardorde)

CHAMP ƴetta ko nanndi e geɗe nay BANT, o ɓuuɓna yamiroore ndee. E nokku ɗo udditirtee e bidsee, udditirtee ko e caɗeele soodoowo, ko woni goonga, ko ŋakki e maɓɓe waktu walla kaalis, ko ŋakki e maɓɓe jamma. Ko caggal ɗuum tan nde yahrata e laamu, kaalis, e ɓurondiral.

Ndeen waylo-waylo wooto e doggol ina waɗi seerndoy tigi rigi. Leading e caɗeele waylata yeewtere ndee ko diisnondiral e nokku jokkondire, aɗa ƴeewtoo caɗeele hade maa ƴettude coggu kuutorgal.

Ɗum ɓuri moƴƴude ko e warmer leads, ɓeen naatɓe e loowdi walla e jokkondire e ɗaminaade rep ina faama ngonka mum en hade mum naamnaade ko ɓe njiɗi yoɓde. Uddit e budget e dow lead hono noon aɗa waasa ɗe hade maa yettaade naamnal ɗiɗmal ngal.

MEDDIC / MEDDICC (Metrik, Soodoowo faggudu, Laabi kuulal, Laawol kuulal, Anndude nafoore, Jaagorgal, Gaaci)

MEDDIC wonaa ngam noddaango yiytugol hojomaaji sappo e joy. Ko ngam sifaa nanondiral ɗo yimɓe njeeɗiɗo poti siynude ko adii nde huunde waɗata, kadi naamne BANT nayi ɗee ngaddataa ma e nder kiloomeeteer gooto ngam faamde ko woni tigi rigi.

Kaɓirgal ngal ina fecca kalifaandi e pecce baɗɗe faayiida wonande nondiral gollorɗe caɗtuɗe, keewɗe gollotooɓe:

Metrik: limtude batte njulaagu, hol limoore yahrata tigi rigi so tawii ndeeɗoo nanondiral udditaama
Soodoowo faggudu: ko neɗɗo jogiiɗo bidsee, tee ina famɗi ɗo kaaldu-ɗaa ko adii
Laabi kuule: ko goomu coodgu nguu woni e ñaawde yeeyooɓe
Laabi kuule: laabi e jaɓɗe potɗe waɗeede hade nanondiral siyneede
Anndude mette: pusgol ko ɓuri wullitaango dowri haa e njoɓdi goonga ndi alaa ko waɗata
Kaɓirgal: awokaa nder suudu mo ƴamtata haala maa nde a alaa nder suudu
Gaaɓondiral: anndude hol goɗɗo ƴeewteteeɗo e hol ko waɗi ɓe mbaawa heɓde e nokku maa

Ɗum ɓuri leydi heewde e BANT walla CHAMP cover, kadi ina ɗaɓɓi karallaagal goongawal ngam yuɓɓinde no moƴƴi. Kartal goomu soodooɓe, yiytude kaɓirgal goonga, janngude leydi kawgel, hay huunde e ɗuum waɗataa e noddaango wooto. Nde mahiraa ko ngam taƴre yeeyirde ɓurnde juutde, ɗo luggiɗde ɓeydaande yoɓata hoore mum e nokku ɗo geɗe ɗee ustata.

GPCTBA/C&I (Paandaale, Peeje, Caɗeele, Waktuuji, Bidsee, Laamu, Batte & Batte)

Ooɗoo ina jogii akronim ɓurɗo bonde e doggol ngol, kadi ko kañum kadi woni kaɓirgal mahaaɗo ngam jeewte ɗo doggol ƴeewndotoongol ina tooña tigi rigi neɗɗo mo kaaldu-ɗaa oo. GPCTBA/C&I pusnoo ko ɓenni surface qualification e nder peeje soodoowo ɓurɗe yaajde, ko ɓe ngoni e etaade heɓde e ko ɓe njoɓata so ɓe mbaɗaani:

Golle: ko soodoowo oo fotnoo rewde, wonaa caɗeele jooni jooni ɗee kono ko paandaale ɓurɗe mawnude ɗe o jokkondiri e
Peeje: ko soodoowo oo woni e waɗde, walla eɓɓoore waɗde, ngam yettaade ndeen fayndaare
Caɗeele : caɗeele dariiɗe hakkunde maɓɓe e ndeen fayndaare
Waktuuji: nde ɓe njiɗi fiyde ɗum, e hol ko dognata oon lajal
Bidje: ko ɓe mbaawi rokkude, frame e faandaare ɓurnde naamneede coodgu
Laamu: mo siifondiri e heɓde toon
Batte mum & ko firti: ko kewata, ko goonga, so alaa ko waylii

Ndeen feccere sakkitiinde ko seerndi ndeeɗoo lowre e kala ko woni e doggol ngol. Ko ɓuri heewde e kaɓirɗe ina njokki e "hol ko woni caɗeele ɗee." Ooɗoo naamndii ko ko kewata so caɗeele ɗee keddii e ŋakkere, to bannge ngalu, darnde potnde huutoreede, walla ko soodoowo oo foti fotde koye mum tigi rigi.

Ndeen naamnal ko ko addanta ngal ɗoon mbaydi golloraade wonande joom en jawɗeele mawɗe, ardiiɓe ɓe njiɗaa yahdude e naamne bidsee. Ɓe njiɗi ko haalde ɗo njulaagu nguu yahrata, kadi ngool lowre ina hawra e maɓɓe toon e nokku ɗo ɓe njiylotoo les to tolno doggol ƴeewndo.

SPICED (Ngonka, Naafigaagal, Batte, Kewu Teeŋtuɗo, Kuulal)

SPICED janngata ko seeɗa no doggol ƴeewndo nii, ɓuri nanndude ko e daartol. Ina yaha gila ɗo soodoowo oo woni jooni ɗoo haa e no ɓe pellitirta tigi rigi, kadi ina mahaa ngam reps yiɗɓe structure tawa yeewtere ndee ina nanndi e naamnal:

Ngonka: ɗo soodoowo oo darii hannde, njuɓɓudi maɓɓe jooni, kuutorɗe maɓɓe, walla golle maɓɓe
Naafigaagal: ko woni goonga ko boni walla ko mettini e oon ngonka
Batte: ko ndeen nafoore woni e ustude ɓe, e sahaa, e kaalis, walla e fartaŋŋe mo ŋakki
Kewu tiiɗngu: lajal walla jolngo doole ɓe mbaɗa jooni e nokku caggal
Kuulal: hol no ɓe cuɓortoo tigi rigi, hol ko woni heen, e hol no golle ɗee mbayi

Yamiroore ina jogii ɗoo nafoore. So a yottiima e naafigaagal e batte, soodoowo oo ina yahra e maa e ngonka maɓɓe, ko ɗuum waɗi naafigaagal ngal ina nanndi e huunde nde ɓe njiylotonoo, wonaa huunde nde ƴettu-ɗaa. Ko ɗum seerndi yiytugol njuɓɓudi e naamnal, ko ɗum waɗi SPICED ina fotnoo yeeyooɓe yiɗɓe tiiɗnaare kaɓirgal tawa ustaani mbaydi yeewtere.

Alaa goomu keɓtinaaɗo dognata konngol gootol e konngol e kala nanondiral. Ɓe cuɓoo heen gooto ngam wonde sosiyetee, ɓe mbaɗta naamne keertiiɗe ɗee e ko woni e yeeso maɓɓe koo.

Laawol Lead Qualification ngol

Kala fedde ina ɓoornoo ɗum no feewi, won heen ina ndoga ɗum e laabi tati, won heen ina njuɓɓina ɗum haa jeeɗiɗi. Ittu marke oo e doggol les ngol ina nanndi e kala nokku.

Wiɗto Ko adii Jokkondiral

Ko adii nde neɗɗo ƴettata telefoŋ walla neldata iimeel, ƴettu ko jooɗii e weeyo. Mawnugol sosiyetee, gollordu, nokku, ngalu, geɗe ɗe ƴettata hojomaaji seeɗa ngam yiytude e haalande ma ko famɗi fof ɗoon e ɗoon so tawii ƴeewndo jeyaa ko e doggol ngol hay dara. Feccere e golle kalifaandi mbaɗata ko adii nde rep meeɗata haalde konngol e soodoowo.

Yeeyooɓe dokke dañde keep maɓɓe ɗoo, ñamminde detaayuuji firmographic a rep maa so wonaa ɗuum waɗ waktuuji ɓuuɓde. Signaaji soodgol B2B ko wayi no kaalis keso walla leadership hire keso ina haalana on hol ko woni e luumo hee jooni, wonaa tan hol mo fotndi e profil e dow kaayitaaji. Filter tiiɗɗo, kala lead mo ƴaañii e nder mo alaa ko waawi wonta waktu gooto e yontere rep's waasnde.

Waɗde Jokkondiral e Ƴeewtaade

Jooni aɗa yettoo, kadi kanaal oo ina waɗi geɗe ɓurɗe ko ɓuri heewde e reps rokkata ɗum njeenaari. Mawɗo gollordu ƴeewtataa keɓe kuutorteeɗe no gardiiɗo tolno hakkundeejo nii, ɗum noon jokkondir e laawol ngol e ɗo heɗotooɓe ɓee mbaɗata hakkillaaji mum en tigi rigi, so tawii ko iimeel, LinkedIn, walla noddaango telefoŋ.

Uddit e huunde jokkondirnde e ngonka maɓɓe, wonaa pittaali. Hay gooto yiɗaa nande haala lowre maa e doggol adanngol mesaas ummoraade e koɗo. So tawii rapport tigi-rigi ina woodi, ko ndeen naamne kaɓirɗe ɗee naatata, so tawii ko naamne nay BANT walla diwgol ɓurngol luggiɗde ngol MEDDIC, faandaare ndee ko gootum: anndu so tawii ɗum ina foti reweede hade bannge gooto fof waɗde heen waktu ɓurɗo heewde>><.

Rewde jokkondire e nder sahaa

Jeewte goote ina kollita on ko lead gooto haali. Gikkuuji maɓɓe e nder yontere aroore ndee ina kollita on ko ɓe njiɗi wiyde tigi. Yeewtu no ɓe mbaɗirta e iimeeluuji jokkondirɗi, loowdi, e noddaali goɗɗi, mbele eɓe uddita, eɓe njuppa, eɓe njaaboo, eɓe kolla? Ndeen feere ko maande ɓurnde nuunɗude e kala ko haalaa e noddaango wooto, ɗo yimɓe keewi wonde nehdi tawa ɓe ƴeewaani nafoore tigi-rigi.

Tabitin Toɓɓere Jokkondire Hakkille

Won ɗo e nder golle ɗee, naamndo naamnal ngal reps keewɗi reenaaki: mbele oo neɗɗo ina jogii mbaawka soodde, walla ina jogii batte e neɗɗo baɗɗo ɗum? Yeewtere mawnde e neɗɗo mo moƴƴaani ina jokki haa jooni.

So ɓe njogaaki ndeen laamu, ƴeewto hol baawɗo, e hol goɗɗo potɗo siynude hade ndeeɗoo nanondiral yahde nokku. Sappu ndee ɗoo ɗaɗol, aɗa waɗa jonte mahde jokkondiral e neɗɗo mo waawaa wiyde eey.

Fellitde e Laawol

Ko woni haa jooni fof ko mooftude kabaruuji. Ko ɗoo tigi kuutorto-ɗaa ɗum. Tuugnaade e ko njanngu-ɗaa, ko goonga ko laabi tati tan ngoni:

Naatnu lead e yeewtere yeeyirde ɓurnde luggiɗde
Rewtin ɗum e doggol njuumri ngam caggal
Waɗde ɗum no feewi.

Fellitde ko feccere weeɓnde. Ko acting woni ɗo kippuuji njippii, leads jooɗii e won e dowlaaji hakkundeeji fotde jonte sabu hay gooto yiɗaa waɗde noddaango ngoo. Indecision reenaaki mbaawka lead, ina bonna tan waktu mo njogino-ɗaa ngam waawde ɗum. Suɓo laawol, njahaa.

Doggol ƴeewndo

Aan waɗii noddaango ngoo. Yahrude yeeso, rimɗinde, walla ustude, alaa ko nafata heen. Ko ɓuri teeŋtude jooni ko so tawii kuulal ngal yaltii e hoore maa e nder system, sibu kuulal gonngal e ciimtol maa tan wonaa kuulal ngal ekipaaji maa mbaawi golloraade.

Mbele kuulal ngal winndaa e CRM, wonaa tan kuulal e hoore maa walla siftinaama e yahdu?
So ina yahra yeeso, mbele ina woodi doggol garoowol ngol joom mum keeriiɗo e ñalngu jokkondirngu, wonaa "jokkude ko yaawi"?
Mbele binndanɗe yiytugol ɗee ina laaɓti no feewi haa rep goɗɗo waawa ƴettude konte ɗee coofɗe, tawa rewtaani heen seedantaagal gila e fuɗɗoode?
So tawii ko ustude, mbele sabaabu oo ina winndaa, mbele kippu oo ina waawa yiytude paandaale, hono ustude leads e kala sahaa ummoraade e lowre wootere walla segment gooto?
Mbele kala memotooɗo ndeeɗoo nanondiral, haa arti noon e kala mo ngal rokketee, ina jogii yiytere e ko janngaa jooni koo?

Woppu heen huunde e golle ɗe mbaɗ-ɗaa jooni ɗee, ina gasa tawa mbaɗaani.

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Naamne naamne ɗee

1. Hol ko woni firo lead qualification?

Lead qualification ko laawol ƴeewtaade so tawii ko njiyloto-ɗaa koo ina foti wonde goonga e ko yeeyetee koo, tuugnaade e haajuuji, bidsee, e mbaawka golloraade, hade maa waɗde heen waktuuji yeeyirde goɗɗi. Ko filtirde seerndi fartaŋŋeeji goonga e inɗe doggol.

2. Hol no moƴƴinir-mi lead qualification?

Fuɗɗo ko adii ko ɓuri heewde e kippuuji mbaɗata. Siftor dokke firmographic ko adii yaltugol gadanol ngol, cuɓo-ɗaa kaɓirgal potngal yahdude e caɗeele nanondiral maa, e rewindaade jokkondiral e nder sahaa e nokku ɗo ñaawirtaa fit off yeewtere wootere. Ko ɓuri heewde e caɗeele keɓtinirɗe ina njahdi e ƴattaade gooto e ɗeen ɗate, wonaa e mbaydi ŋakkundi.

3. Hol ko woni tolno lead qualification moƴƴo?

Alaa limoore wootere huutorteende e nder gollorɗe walla mojobere yeeyirde, ɗum fawii ko e mawneeki nanondiral, cirƴam yeeyirde, e no sarɗiiji maa tiiɗiri. So wonaa dogde e mbaydi, rewa MQL maa to SQL tolno e nder sahaa e jogaade mbaydi les ko maande fotnde huutoreede.

4. Hol no nganndir-mi so tawii lead ina waawi ?

Ɓe kollitii haajuuji gooŋɗuɗi, ɓe njogii ko bidsee walla ɓe mbaawi heɓde ɗum, kadi neɗɗo mo kaaldu-ɗaa oo ina jogii mbaawka tigi-rigi walla semmbe e dow kuulal ngal. So tawii won e ɗeen pecce ŋakki, lead ustataako no feewi, ina haani tan ɓeydeede golle hade mum hesɗitineede.

5. Hol ko waɗi lead qualification ina waɗi nafoore?

So ɗum alaa, reps ina njokka e jeewte ɗe meeɗaa yahde hay nokku gooto, kadi potɗe reweede ɗee keɓataa hakkille no haanirta nii. Ko kañum woni ko waɗata waktuuji fedde yeeyooɓe ina moƴƴi e nokku ɗo ngoni tan e golle.