How to identify and qualify Sales Qualified Leads (SQL)?
Posted: Sun Jan 26, 2025 8:28 am
Sales Qualified Leads ( SQL ) are prospects whose profile allows us to classify them as potential clients with a high probability of becoming buyers.
These are very valuable business opportunities, ready to be addressed by our sales team, so knowing how to identify them is very important in terms of efficiency. By focusing on them we maximize the success rate, investing less resources, effort and time.
How to get qualified leads?
We must implement active prospecting in databases, social networks, networking events, references and interactions through different communication channels.
Once we have a list of contacts, we proceed to identify the Sales rcs data belarus Leads by objectively evaluating the following factors:
They match the buyer persona
The buyer persona is the detailed definition of our ideal client. Unlike the B2C market, in the B2B field we focus on specific aspects, rather than personal characteristics. We focus on the position held by the prospect, the type and size of the company, organizational objectives, budget and pain points.
Therefore, the first step in identifying our SQLs is to focus on prospects whose profile is aligned with that of the buyer persona, and those who do not meet this requirement will hardly find value in what we offer.
They show interest, interaction and commitment
Once we have the list of prospects with a profile similar to that of the buyer persona , we move on to evaluate their interest in the brand or in what we sell, their level of interaction and commitment.
If these indicators are positive, it means that:
They have advanced in the buyer's journey.
They are exploring solutions.
They have a greater potential to become customers.
We can identify these variables by their activity on the website and corporate social networks, basic queries they make through different communication channels, responses to our marketing and sales campaigns, downloading content, etc.
It is also a very good sign when they reach the lead base as referrals from current clients, since they come from a close recommendation that has had positive results.
They have advanced in the sales funnel
Prospects who meet the two points above and have shown active interest in the purchasing process usually advance in the sales funnel.
We identify these prospects because they are already interacting with our brand directly, for example: they request quotes, additional information, ask for product or service demonstrations, and participate in events.
These are very valuable business opportunities, ready to be addressed by our sales team, so knowing how to identify them is very important in terms of efficiency. By focusing on them we maximize the success rate, investing less resources, effort and time.
How to get qualified leads?
We must implement active prospecting in databases, social networks, networking events, references and interactions through different communication channels.
Once we have a list of contacts, we proceed to identify the Sales rcs data belarus Leads by objectively evaluating the following factors:
They match the buyer persona
The buyer persona is the detailed definition of our ideal client. Unlike the B2C market, in the B2B field we focus on specific aspects, rather than personal characteristics. We focus on the position held by the prospect, the type and size of the company, organizational objectives, budget and pain points.
Therefore, the first step in identifying our SQLs is to focus on prospects whose profile is aligned with that of the buyer persona, and those who do not meet this requirement will hardly find value in what we offer.
They show interest, interaction and commitment
Once we have the list of prospects with a profile similar to that of the buyer persona , we move on to evaluate their interest in the brand or in what we sell, their level of interaction and commitment.
If these indicators are positive, it means that:
They have advanced in the buyer's journey.
They are exploring solutions.
They have a greater potential to become customers.
We can identify these variables by their activity on the website and corporate social networks, basic queries they make through different communication channels, responses to our marketing and sales campaigns, downloading content, etc.
It is also a very good sign when they reach the lead base as referrals from current clients, since they come from a close recommendation that has had positive results.
They have advanced in the sales funnel
Prospects who meet the two points above and have shown active interest in the purchasing process usually advance in the sales funnel.
We identify these prospects because they are already interacting with our brand directly, for example: they request quotes, additional information, ask for product or service demonstrations, and participate in events.