1.

Qualification

On this stage, its very important to assign an owner to the lead while focusing

on the key indicator of qualification which is an arranged meeting.

When a qualified lead rates high

on both attractiveness and

engagement, it becomes a

sales qualified lead.

Typically, four main questions

need to be answered on the

lead generation/BANT (Budget,

Needs, Timing, Authority)

qualification step:

Does a customer

have a sufficient

budget?

Are the decision makers

engaged in selection or at

least identified?

Does a client have an

identified need for your

product or services?

Is the timeframe for the

deal identified?

If there are answers to all of the questions,

BANT qualified it's time to tap the client

and create an opportunity in the CRM. Some

financial organizations are assigning a sales

manager even though only three of the

questions are answered (BANT-1). If a lead

was not qualified as an opportunity it should

be passed back in the funnel for the lead

nurturing process to be reapplied.