Lead Qualification.

Kevin D’Souza
Business Development Manager.
Perch Technologies Pvt Ltd.
A lead is an individuals
that is good fit for As a sales/marketer, your
purchasing your strategy is centered
product. around driving leads in to
your sales pipeline or
funnel.
What is good Lead?
 “ A qualified Prospect / Lead that he is starting to exhibit buying behavior”
 “ A Good lead is Pre Qualified or identified.
 “ A Good lead is easy to convert into a Customer.
 “ A Good is lead is easy to close.
 Every Sale or lead “ has five basic obstacles : no need, no money, no hurry, no desire and no
trust.
 Probing your Lead ? Based on BANTC.
 Budget : Can this lead afford your product or Service ?
 Authority : Does your Lead have the authority to purchase your Product or Service ? Is he or she
a decision maker ?
 Need : Does your lead have a need for your product or service you offer ? Is there a pain point
you can resolve ?
 Time : What is the lead’s purchasing timeline ?
 Competition : Does he has already engage with any competition or not.
Lead Generation Methods & Marketing.
 Inside Sales method : Creating a buyer’s database through linkedin. (Hunting).
 Research & Findings : Fetching further information like office no, Direct desk no, Mobile no
and email id.
 Calling up of on a set of 30 to 50 New Accounts or Corporate database.
 In case of new accounts or first time interaction set the right tone.
 Fixing up intial introductory meet or Qualify over the phone.
 Effective Email Introductory Company Profile with detailed Value oriented Product & Services.
 Business Development Method : Identifying and Qualifying lead, findings all key people in that
account for e.g. : IT Manager/IT Head/ IT Procurement etc. interlocking with Distributor and
OEM, Building a Solution or proposal & follow-ups for closure and further services.
 Farming Method : This can possible if the Sales Person is handling a 20 to 30 existing set of
accounts and nurturing those accounts.
 Ask for Referrals : in case of positive closure or positive client you can ask them to refer to any
other organization (Mouth of word).
 Create a high value content to fuel all of your lead generation campaigns.
Sales Funnel or CRM Tool Intial Contact : Individual at this stage have officially entered the
database; however, they are not yet leads. Names have not yet
engaged directly with your company Sales representative.

After individual has engaged, Lead qualification on if she

or he is viable buyer based on Demographic,
Psychographic and BANTC observation.

At this stage : The Solution has to work around

/ BOM Creation by Presales or Technical team.

Presentation : Creation of
Presentation on Solution &
Capabilities or Competitor
differentiation.
Evaluation Stage : Comparison
with competition solution offerings
and prices.

Contract Negotiation : Customer would

like to buy your solutions and negotiate
on price.

Your lead is close to becoming customer Sign off

& Purchase order
Quiz Time.

 Every Sale or Lead has 5 Obstacles ?

Answer : The five basic obstacles : no need, no money, no hurry, no desire and no trust.

 What are the Seven Stage in Funnel or Sales Pipeline ?

Answer : The intial Contact, Lead Qualification, Develop Solution, Presentation,

Evalution, Negotiation, Closing.
 Tech IT Trends/budgets/Sales Cycle.
 These categories are inclusive of on-premises solutions, cloud-based services, and
managed services.
Quiz Time.

 What are the Tech IT Trends ?

Answer : Security, Collaboration & Communication, End User Computing, Server

Technology, Networking and Storage & Backup Solutions.