Lead Qualification Em Wanem? Wanpela Praktikel Gaid bilong ol Sels Tim

Planti leads we ol maketing kol i kwalifaim i no save stap laip long kontek wantaim ol sels. Long olgeta indastri, averes MQL i go long SQL konvesen reit i stap long 13%. Long tok klia, maketing i save givim wanpela handet leads, na ol sels i lukim 13 tasol i gutpela long bihainim. Dispela em i no wanpela hevi bilong lead jeneresen. Em i wanpela hevi bilong kwalifikesen, na em i wanpela hevi we i gat bikpela pe sapos nogat wanpela man i stretim.

Em samting lead qualification i bilong en. Dispela atikol i stori long mining bilong en, ol kain qualified leads yu bai bungim, ol 'framework' we yu mas save long en, na rot bilong bungim olgeta samting wantaim. Long rot bai yumi toktok long wanem hap em i fit long en makim lead jeneresen, bikos kwalifikesen i wok tasol sapos leads i kamap long ol 'reps' bilong yu i bin kamap wantaim sampela tingting bihain long ol.

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Lead Qualification Em Wanem?

Lead kwalifikesen em i wok bilong painimaut sapos wanpela prospekt i gutpela long yusim taim bilong yu pastaim long yu putim moa mani long en. Dispela i min olsem skelim sapos wanpela i gat wanpela trupela nid na baset na atoriti long mekim samting long en, na i no wanpela husat i bin fulumap wanpela fom o opim wanpela email tasol. Yu no ken lusim dispela step na yu no inap salim ol samting. Yu wok long skelim wantaim ol narapela spredsit.

Dispela em i hap we planti manmeri i save rong long en: kwalifikesen em i no wanpela taim tasol. Em i wanpela rilei, we i bruk namel long maketing na sels, we wanwan sait i kwalifaim leads long narapela narapela hap insait long fanel. Olsem na wok bilong husat, wok bilong maketing o wok bilong salim samting? Tupela i no stap wanpis. Ol filta bilong maketing bilong intres na fit antap long fanel. Ol filta bilong ol sels bilong redi na hariap i go daun.

Wanpela samting we i gutpela long mekim pastaim: kwalifikesen i no wankain olsem lead skoa. Skoring, planti taim ran i go tru lead skoring sofwet, i givim wanpela namba veliu bihainim fit na wok bung. Kwalifikesen em i 'judgement call' we i makim wanem samting yu mas mekim wantaim dispela skoa.

Ol kain Qualified Leads

Wokabaut i go insait long wanpela miting bilong salim ol samting na bai yu harim ol i tromoi dispela 4-pela tok olsem olgeta manmeri i wanbel long mining bilong ol. Ol i no save, i no olgeta taim. Em hia ol toktok we i bikpela samting:

• Marketing kwalifait lead (MQL): wanpela lead we i soim gutpela intres long ol samting, ol kempen, o ol iven, na i no gat wanpela dairekt sels kontek yet. Planti taim ol dispela i save kamap long maketing we i kamap long tingting, bihainim ol dijitel mak bilong lek we i soim olsem wanpela man i stap long rot bilong stretim hevi pastaim long em i tokim wanpela man.
• Ol i orait long salim lead (SAL): wanpela MQL we ol sels i bin glasim na wanbel long en em i gutpela long bihainim moa yet. Sampela ogenaisesen i save yusim dispela olsem wanpela 'intermediate checkpoint' pastaim long wanpela lead i kamap wanpela SQL, wanpela rot bilong tim bilong salim ol samting i go aut long tok "yes, dispela em i tru" pastaim long yu givim yu yet long en.
• Sales qualified lead (SQL): wanpela lead we ol sels i bin sekim gut na ol i bin konfemim olsem em i gat trupela nid, taim stret, na wok bilong mekim disisen. Dispela em i lead we i redi long wanpela gutpela toktok long fit na prais, i no wanpela 'nurture email'.
• Prodak kwalifait lead (PQL): wanpela lead we i kisim pinis gutpela samting long prodak yet, planti taim long rot bilong fri traim o frimium yusim. Prodak i bin mekim gutpela wok pastaim long wanpela rep i kisim fon.

Yu nidim olgeta foapela? Ating nogat. Ol liklik tim i save brukim MQL na SAL i go insait long wanpela step tasol bikos ol i no gat namba bilong ol manmeri long ranim tupela sekpoint. Ol kampani we i save lidim ol prodak i save yusim ol PQLs, long wanem, ol data bilong yusim i save tokim ol moa long wanpela fom fulumap.

Lead Qualification Frameworks

Pikim rong fremwok na bai yu les long wanpela gutpela lead wantaim ol askim long seklis o westim apinun bilong wanpela rep long ranim wanpela husat i no bin laik baim. Gutpela wanpela i dipen long ol hevi bilong dil, longpela bilong 'sales cycle', na hamas stekholda i stap insait long rum, na nogat, i no gat wanpela 'framework' we i win olgeta taim.

BANT (Baset, Atoriti, Nid, Taimlain)

BANT em i olpela nem insait long rum, na em i stap yet bikos em i wok taim yu nidim bekim hariap. Fopela stretpela askim: ol i ken baim dispela, husat tru i save mekim disisen, wanem hevi ol i wok long stretim, na wanem taim ol i laik stretim. Nogat poetri, nogat 'scovery arc', ol samting tasol yu mas save long en sapos yu mas go het o nogat.

Dispela em i as tru na em i stret long stretpela, bikpela kwalifikesen, we wanpela rep i wok long ran long planti leads long wanpela wik na spit i bikpela samting moa long ol liklik samting.

Tasol pusim BANT strong tumas na em i stat long pilim olsem wanpela askim. Askim wanpela prospekt long baset insait long namba wan 30 seken na yu no kwalifaim em, yu sekim em olsem wanpela papagraun i save sekim ol kredit skoa. Sapos yu yusim strong, em i save ritim olsem 'transactional' na 'vendor-first', i no wankain olsem yu laikim long namba wan kol.

CHAMP (Ol Salens, Atoriti, Mani, Prioritisasen)

ol salens bilong baia

Dispela wanpela senis long 'sequence' i mekim bikpela senis tru. Leading wantaim ol salens i save tanim toktok i kamap olsem konsultasen na i no olsem transeksenel, yu wok long painimaut wanpela hevi pastaim long yu makim wanpela rot bilong stretim hevi.

Em i gutpela moa long warmer leads, ol lain husat i kam insait long rot bilong konten o wanpela riferal na ting olsem rep i mas kliagut long sindaun bilong ol pastaim long askim ol long hamas ol i redi long tromoi. Opim wantaim baset long wanpela lead olsem na bai yu lusim ol pastaim long yu go long namba tu askim.

MEDDIC / MEDDICC (Metriks, Ekonomik Baia, Disisen Kraeteria, Disisen Proses, Luksave long Pen, Sempion, Kompetisen)

MEDDIC em i no bilong wanpela 15-minit 'discovery call'. Em i bilong kain dil we 7-pela manmeri i mas sainim pastaim long wanpela samting i kamap, na 4-pela askim bilong BANT bai no inap long helpim yu long kliagut long wanem samting tru i wok long kamap.

Dispela fremwok i brukim kwalifikesen i go long ol hap we i bikpela samting long ol kompleks, multi-stekholda entaprais dil:

• Metrics: skelim wanem samting bai kamap long bisnis, wanem namba bai muv sapos dispela dil i pas
• Ekonomik baia: man husat i bosim baset, na i no planti taim em i man yu bin toktok wantaim em pastaim
• Disisen kriteria: wanem samting baiing komiti i wok long skelim ol vendor agensim
• Proses bilong mekim disisen: ol step na tok orait we i mas kamap pastaim long ol i sainim wanpela kontrak
• Luksave long pen: subim abrusim komplen i go antap long trupela pe bilong no mekim wanpela samting
• Sempion: intanel edvoketa husat bai tok pait long keis bilong yu taim yu no stap insait long rum
• Kompetisen: save long husat moa ol i skelim na bilong wanem ol i ken win na yu no winim yu

Dispela em i bikpela samting moa long BANT o CHAMP kava, na em i nidim gutpela skil long mekim gut. Mepim wanpela komiti bilong baim samting, painim wanpela sempion tru, ritim ol kompetisen, nogat wanpela bilong ol dispela samting i save kamap long wanpela kol tasol. Em i kamap bilong longpela sels saikel, we ekstra dip i save baim em yet na i no save daunim ol samting.

GPCTBA/C&I (Ol Mak, Plen, Salens, Taimlain, Baset, Atoriti, Ol Samting i kamap & Ol samting i kamap)

Dispela wanpela i gat wanpela 'acronym' we i nogut tru long lista, na tu em i 'framework' we ol i wokim bilong ol toktok we wanpela 'checklist' bai tok nogut long man yu toktok wantaim em. GPCTBA/C&I i save subim ol kwalifikesen bilong bipo i go insait long bikpela strateji bilong baia, wanem samting ol i wok long traim long winim na wanem samting bai kostim ol sapos ol i no mekim:

• Ol mak: ol samting we baia i laik skelim, i no hevi we i kamap hariap tasol em i bikpela samting we em i laik bungim
• Ol plen: wanem samting baia i wok long mekim pinis, o plen long mekim, long winim dispela mak
• Ol salens: ol samting i pasim rot bilong ol na dispela mak
• Taimlain: wanem taim ol i mas winim, na wanem samting i kirapim dispela dedlaen
• Baset: wanem samting ol i ken makim, ol i makim long mak bilong ol na i no askim ol long kol
• Atoriti: husat i sainim long go long hap
• Ol samting we i save kamap & ol samting i kamap: wanem samting i kamap, tru tru, sapos i no gat wanpela samting i senis

Dispela laspela hap em i samting we i separetim dispela fremwok long olgeta narapela samting long lista. Planti fremwok i save stop long "wanem hevi." Dispela i askim wanem samting bai kamap sapos hevi i no pinis, long sait bilong mani, posisen bilong resis, o wanem samting baia i skelim em yet long en.

Dispela askim em i wanem samting i mekim dispela fremwok i wok gut long ol senia stekholda, ol ekseketiv husat i no laik bai ol i wokabaut i go insait long wanpela baset intarogesen. Ol i laik toktok long wanem hap bisnis i go long en, na dispela fremwok i bungim ol long hap na i no pulim ol i go daun long level bilong 'checklist'.

SPICED (Situesen, Pen, Impak, Bikpela Samting, Disisen)

SPICED i no ritim olsem wanpela 'checklist' tasol em i olsem wanpela stori. Em i wokabaut long hap we baia i stap nau i go long hau ol bai mekim disisen, na em i kamap bilong ol 'reps' husat i laikim straksa na toktok i no ken pilim olsem wanpela askim:

• Situesen: we baia i sanap long en tude, ol setup, tul, o proses bilong em nau
• Pen: wanem samting tru i bruk o i givim bel hevi long dispela situesen
• Impakt: wanem samting dispela pen i wok long kostim ol, long taim, mani, o sans ol i lusim
• Kritikel samting: dedlaen o triga we i fosim ol long mekim samting nau na i no bihain
• Disisen: olsem wanem ol bai makim, husat i stap insait long dispela, na wanem kain proses bai luk olsem

Oda em i bikpela samting long hia. Long taim yu kamap long pen na impak, baia i soim yu pinis long sindaun bilong em yet, olsem na pen i pilim olsem wanpela samting ol i bin kamapim, i no wanpela samting yu bin kisim. Dispela em i samting we i narapela long 'structured discovery' na 'interogation', na dispela i as na SPICED i stret long ol salim manmeri husat i laikim strongpela 'framework' na i no lusim 'natural rhythm' bilong toktok.

I no gat wanpela tim i gat save long ranim wanpela fremwok toktok long olgeta dil. Ol i makim wanpela olsem as na ol i senisim ol askim stret long wanem samting i stap long fran bilong ol.

Lead Qualification Proses

Olgeta ogenaisesen i save bilasim dispela samting long narapela narapela rot, sampela i save ranim long tripela step, sampela i save stretim i go long 7-pela step. Rausim 'branding' na 'underlying sequence' i luk wankain long olgeta hap.

Risets pastaim long toktok wantaim

Bipo wanpela man i kisim fon o salim email, pulim wanem samting i stap pinis long ples klia. Sais bilong kampani, indastri, ples, winmani, ol samting we i save kisim sampela minit long painim na i save tokim yu hariap tru sapos wanpela prospekt i stap long lista. Hap bilong wok bilong kwalifikesen i save kamap pastaim long wanpela rep i tok wanpela tok long baia.

Ol data vendor kisim ol i stap hia, givim ol 'firmographic details' we wanpela 'rep' bai spendim planti aua long painim aut. B2B baim mak olsem ol nupela mani o wanpela nupela leadership hire i tokim yu husat tru i stap long maket nau, i no husat i fit long pepa tasol. Sapos yu sekim gut, olgeta lead we i no kwalifait i kamap olsem wanpela aua bilong wik bilong wanpela rep i lus nating.

Mekim kontek na skelim

Nau yu tru tru i go aut, na dispela 'channel' i bikpela samting moa long wanem planti ol 'reps' i save givim biknem long en. Wanpela senia ekseketiv i no save sekim wanpela jenerik inboks wankain olsem wanpela mid-level menesa i save mekim, olsem na makim 'channel' wantaim we ol manmeri i save lukluk long en, maski em i email, LinkedIn, o wanpela fon kol.

Opim wantaim wanpela samting we i stret long sindaun bilong ol, na i no wanpela toktok. Nogat wanpela man i laik harim stori bilong prodak bilong yu long namba wan lain bilong wanpela toksave i kam long wanpela strenja. Taim i gat gutpela wokbung, em taim ol askim bilong fremwok i kamap, maski em i foapela askim bilong BANT o dippela wok bilong MEDDIC, mak bilong wok i wankain: painimaut sapos dispela i gutpela long bihainim pastaim long tupela sait i putim moa taim.

Trakim wok bung long taim

Wanpela toktok i tokim yu long wanem samting wanpela lead i tok. Pasin bilong ol long ol wik i kam i tokim yu long mining bilong ol. Lukim olsem wanem ol i save wok wantaim ol email, konten, na ol narapela kol, ol i save opim, klikim, bekim, kamap? Dispela pasin em i wanpela moa onest mak winim olgeta samting ol i save mekim long wanpela kol tasol, we ol manmeri i save mekim gutpela pasin maski ol i gat laik tru.

Konfemim stretpela hap bilong kontek

Sampela hap insait long dispela proses, askim dispela askim we planti ol 'reps' i save abrusim: dispela man i gat namba long baim, o stiaim wanpela man husat i gat atoriti? Gutpela toktok wantaim rong man em i no gat rot.

Sapos ol i no holim dispela atoriti, painimaut husat i holim, na husat moa i mas sainim pastaim long dispela dil i go long wanpela hap. Noken mekim dispela step na bai yu spendim planti wik long kamapim rilesensip wantaim wanpela husat i no inap tok yes.

Disaed na Rot

Olgeta samting inap long dispela taim em i wok long bungim ol infomesen. Em hia we yu ken yusim tru. Folem wanem yu bin lainim, i gat tripela rot tasol:

1. Go hetim lead i go long wanpela dippela toktok bilong salim ol samting
2. Rotim i go insait long wanpela 'nurture sequence' bilong bihain
3. Diskwalifaim em olgeta.

Disisen em i isipela samting. Ekting em i we ol tim i save pundaun, leads i save sindaun namel long sampela wik bikos nogat wanpela i laik mekim kol. Pasin bilong no mekim disisen i no inap long lukautim strong bilong wanpela lead, em i westim taim yu bin lusim pinis long mekim em i kamap gutpela. Kisim wanpela rot na muv.

Lead Qualification Checklist

Yu bin ringim. Go het, lukautim, o rausim, i no bikpela samting long wanem. Wanpela bikpela samting nau em sapos disisen i bin kamap long tingting bilong yu na i go insait long sistem, long wanem, wanpela disisen we i stap tasol long tingting bilong yu em i no wanpela disisen we tim bilong yu i ken bihainim.

• Disisen i stap insait long CRM, i no olsem yu bin mekim disisen long het bilong yu tasol o yu bin kolim tasol?
• Sapos yu go het, i gat wanpela sediul bilong neks step wantaim wanpela spesifik ona na wanpela deit i stap wantaim, na i no "follow up soon"?
• Ol 'discovery notes' i gat planti ditel inap na narapela rep i ken kisim akaun kol, na i no ken kwalifaim gen long stat?
• Sapos ol i rausim, ol i rekodim as bilong en, bai tim i ken luksave long ol pasin, olsem oltaim rausim leads long wanpela sos o segmen?
• Olgeta manmeri i tatsim dispela dil, inkludim olgeta manmeri ol i givim dispela dil long ol, i gat luksave long wanem samting ol i lainim pinis?

Lusim wanpela bilong ol dispela na wok bilong kwalifikesen yu bin mekim ating i no bin kamap.

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Lead Qualification FAQs

1. Wanem mining bilong lead qualification?

Lead kwalifikesen em i proses bilong skelim sapos wanpela prospekt em i tru tru long wanem samting yu salim, bihainim nid, baset, na atoriti long mekim samting, pastaim long yu putim moa taim bilong salim. Em i filta we i save separetim ol gutpela sans long ol nem long lista.

2. Hau bai mi inapim lead qualification?

Stat pastaim long planti tim i save mekim. Sekim ol 'firmographic data' pastaim long namba wan autris, makim wanpela 'framework' we i wankain olsem 'deal complexity' bilong yu, na bihainim 'engagement' long taim na noken skelim olsem i stret long wanpela toktok tasol. Planti hevi bilong kwalifikesen i save kamap taim yu abrusim wanpela bilong ol dispela step, na i no long wanpela fremwok we i no stret.

3. Wanem em i gutpela lead qualification reit?

I no gat wanpela namba tasol we i ken kamap long olgeta indastri o ol 'sales motions', em i dipen long sais bilong dil, 'sales cycle', na hamas strongpela ol 'criteria' bilong yu i stap. Noken bihainim wanpela 'benchmark', bihainim MQL bilong yu yet i go long SQL reit long taim na tingim wanpela 'downward trend' olsem signal we i gutpela long bihainim.

4. Hau bai mi save sapos wanpela lead i kwalifait?

Ol i soim olsem ol i gat bikpela nid, ol i gat baset o rot bilong kisim dispela nid, na man o meri yu toktok wantaim em i gat bikpela namba o strong long mekim disisen. Sapos wanpela bilong ol dispela hap i lus, lead i no inap long rausim olgeta, em i mas wok moa pastaim long em i redi.

5. Bilong wanem lead qualification em i bikpela samting?

Sapos i no gat dispela, ol 'reps' i save lusim taim long ol toktok we i no inap long go long wanpela hap, na ol toktok we i gutpela long bihainim i no save kisim luksave we ol i mas kisim. Kwalifikesen em i samting we i mekim taim bilong wanpela sels tim i kamap gutpela tru na i no bisi tasol.