A blog dedicated to advancing inbound marketing and PR

How To Qualify Leads to Improve Sales Closures

December 14,2015 |BY: Kristin Jones

How To Qualify Leads to Improve Sales Closures

What if there was a way to improve sales, and save your sales department all the time wasted on leads who aren’t going to buy from your company?

Actually, there is. When marketing qualifies leads before sending them on (which 60 percent of companies fail to do), sales can focus on the leads that are ready, willing and able to buy.

The definition of a marketing qualified lead should be developed with input from both departments, along with creating a service level agreement, and should ensure that leads have exhibited five criteria:

  • Need

  • Fit

  • Budget

  • Influence level

  • Timeline

Our advice: Learn how to qualify leads by creating your own lead qualification checklist, or use ours, to avoid wasting time and improve sales closures.

Topics: Sales Funnel, Strategy, Analytics, Metrics

JONES lead qualification checklist

Keeping up with Kristin

KristinBW4.30.15I enjoy traveling the globe to meet with clients, educate companies about all things PR and Inbound Marketing, and speak at industry events.  Meet up with me when I’m in your city.  Where will I be next?  Meet Kristin

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