4 Questions B2B Salespeople Need To Ask Themselves
It looks like a lead, talks like one, walks like one…but, somehow, it never really was a lead.
When you’re selling tech to another business, the sales cycle can be long and gruelling. A lot of time is spent explaining the technology and achieving buy-in from multiples stakeholders. So when a promising lead doesn’t work out, it can feel like your prospecting time would’ve been better spent elsewhere.
Here are four questions for B2B salespeople to ask themselves to qualify-out the tyre kickers, and, in turn, spot the most viable leads.
1. Is there an opportunity?
You can get a good feel for this by looking at whether a prospect has assigned any of their budget to what your company offers. Another useful indicator is whether they have a compelling reason to act, such as a change in executive leadership or a new product to promote.
2. Is it worth winning?
A matter of analysing the short- and long-term revenue opportunities.
3. Can you win it?
Find out if you’ll have access to the decision-makers.
4. Can you compete?
Determine how well your solution fits with the prospect’s criteria
By asking yourself these questions, you’ll be able to qualify-out unsuitable leads earlier. While that can feel counter-intuitive at times, it’s a vital process as it helps you prioritise the most promising leads in your pipeline.
Download our Strategic Customer Acquisition guide for more insight into streamlining your sales processes