Lead Qualification – Stop sending "prospects" to your sales team!

One of the primary excuses used by sales representatives for not following up on leads concerns the quality of the lead. Lead management software should always contain flexible lead scoring to help set proper expectations with sales and ensure the hottest leads receive the quickest response. It must also allow for the storage of leads that are not qualified and therefore eligible for automated lead nurturing.

MarketNet offers a three-part validation and lead qualification program that assesses a lead's likelihood to purchase and scores the lead accordingly:

• Part One: Lead Validation - Regardless of TouchPoint, prospects are required to provide full contact information. They are also asked questions regarding budget, purchase timeframe, and role in the decision-making process. For future lead nurturing, additional questions that help identify a lead's "hot buttons" are also asked.
• Part Two: Lead Qualification - Lead records that are scored cool, cold or left incomplete can automatically be routed into a staging area that is accessible by MarketNet telemarketers or your internal personnel. Our telemarketers (or yours) can then contact the leads and try to complete answers to the questions and/or further assist them. Leads that are determined to be sales qualified are passed along while leads that are not are kept in the marketing database.
• Part Three: Lead Append - Lead records can be appended with additional demographic info and characteristics (through partnerships with national data suppliers) that may be helpful to a sales representative or your automated marketing software.

Lead scoring based on sales feedback, marketing research and your gut instinct is great, but wouldn't you rather KNOW which lead is really hot? Check out our Advanced Lead Conversion™ products that use statistics to prove lead score. These products can be run independently or integrated with the incommand Lead Management System or any marketing automation software partner's platform.