{"id":25538,"date":"2022-12-23T05:46:52","date_gmt":"2022-12-23T05:46:52","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2022\/12\/23\/how-to-build-a-lead-qualification-checklist-for-b2b-sales-infographic\/"},"modified":"2022-12-23T05:46:52","modified_gmt":"2022-12-23T05:46:52","slug":"how-to-build-a-lead-qualification-checklist-for-b2b-sales-infographic","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2022\/12\/23\/how-to-build-a-lead-qualification-checklist-for-b2b-sales-infographic\/","title":{"rendered":"How To Build a Lead Qualification Checklist for B2B Sales (+infographic)"},"content":{"rendered":"<p> <a href=\"https:\/\/go.fiverr.com\/visit\/?bta=1052423&nci=17043\" Target=\"_Top\"><img loading=\"lazy\" decoding=\"async\" border=\"0\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"https:\/\/fiverr.ck-cdn.com\/tn\/serve\/?cid=40081059\"  width=\"601\" height=\"201\"><\/a>\n<\/p>\n<div id=\"hs_cos_wrapper_post_body\">\n<p>Everybody says that time is money, but for salespeople, it\u2019s really true. The more time you spend with bad-fit, unqualified prospects, the fewer deals you close, and the smaller your paycheck.\u00a0<\/p>\n<p>And it&#8217;s not just your own bottom line that\u2019s hurt. Your business employs a set number of sales reps to bring in a set amount of revenue. <span style=\"background-color: #ffffff;\">If you\u2019re wasting your time with bad-fit prospects, your company is less likely to meet its revenue goals.<\/span><\/p>\n<p>The ability to disqualify leads is a key part of a good sales rep\u2019s skillset. Below, I\u2019ll provide a checklist to help you \u2014 and especially you newer salespeople \u2014 sort through your leads so you can spend your time with those most likely to buy.<\/p>\n<p>I\u2019ll cover:<\/p>\n<ul>\n<li aria-level=\"1\">\n<p>Why disqualification benefits everyone<\/p>\n<\/li>\n<li aria-level=\"1\">\n<p>How to disqualify a prospect before a meeting even begins<\/p>\n<\/li>\n<li aria-level=\"1\">\n<p>A qualification checklist for your sales process<\/p>\n<\/li>\n<\/ul>\n<p class=\"readMore--global-cta all--text--center\"><a class=\"h4 color--blue light no--underline\" title=\"\u00a0Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.\" href=\"https:\/\/bit.ly\/3VhCnTF\">\u00a0Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.<\/a><\/p>\n<h2>Disqualification benefits all parties involved<\/h2>\n<p>For decades, there was a sell-at-all-costs mentality on sales teams that put an emphasis on a hard sell approach.\u00a0<\/p>\n<p><span style=\"background-color: #ffffff;\">The problem with the hard sell is that you talk people into buying with promises, discounts, and hot air. <\/span>Sure, it helps your bottom line and your commission check, but those buyers are more likely to turn into unhappy customers. They\u2019re the ones who will be needy for your service team. They\u2019re the ones who leave one-star reviews. They\u2019re the ones who disparage your brand to their network because they had a bad experience.<\/p>\n<p><img decoding=\"async\" class=\"lazy\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"https:\/\/www.impactplus.com\/hubfs\/problem-wth-hard-sell-jpg.jpeg\" loading=\"lazy\" style=\"margin-left: auto; margin-right: auto; display: block; width: 650px; height: auto; max-width: 100%;\" width=\"650\" height=\"254\"\/><\/p>\n<p>\u00a0<\/p>\n<p>All because a sales rep talked them into a bad-fit purchase.<\/p>\n<p>To combat this, we teach our clients to adopt a new mindset:<\/p>\n<ul>\n<li>Focus on buyer education, not a sales pitch. Instead of pressuring a sale, build a relationship and <a href=\"https:\/\/www.impactplus.com\/blog\/why-trust-is-the-true-currency-for-any-business\" rel=\"noopener\" target=\"_blank\">help the buyer find the right fit for them<\/a> \u2014 whether it&#8217;s buying from you or from someone else. You\u2019ll build trust and yield happy customers.<\/li>\n<li>Disqualify bad-fit prospects. This is what I\u2019ll explain below.<\/li>\n<\/ul>\n<h2>Developing a sales qualification checklist<\/h2>\n<p>I divide the qualification process into three buckets. They\u2019re related, but I find it best to keep them separate in your mind.\u00a0<\/p>\n<p>I never try to tell people they\u2019re not a good fit for what we sell. Instead, I try to present as much information as I can about our offerings and then ask questions to help the prospect self-discover the best outcome.\u00a0<\/p>\n<p>Before I dive into those questions, it\u2019s worth noting a few things.\u00a0<\/p>\n<ul>\n<li aria-level=\"1\">First off, at IMPACT we sell business coaching and training. We\u2019re selling 18-month intensive engagements, so we\u2019re looking for businesses that are ready to commit to an in-depth program.\u00a0<\/li>\n<li aria-level=\"1\">Secondly, we follow the <a href=\"https:\/\/www.impactplus.com\/what-is-they-ask-you-answer\" rel=\"noopener\" target=\"_blank\">They Ask, You Answer<\/a> framework, which means we\u2019re open and transparent with our customers and site visitors. We openly <a href=\"https:\/\/www.impactplus.com\/blog\/how-to-write-a-cost-article\" rel=\"noopener\" target=\"_blank\">publish information about our prices<\/a>, programs, and staff. So, by the time prospects enter the sales process, they should have a lot of answers to their biggest questions. This means we can focus on their needs.<\/li>\n<\/ul>\n<p>So, what do I ask to help determine if they\u2019re a good-fit prospect? It comes down to three things:<\/p>\n<ul>\n<li aria-level=\"1\">Are you talking to the right person?<\/li>\n<\/ul>\n<ul>\n<li aria-level=\"1\">Are they ready and able to buy?<\/li>\n<li aria-level=\"1\">Do their company\u2019s needs align with what you\u2019re offering?\u00a0\u00a0<\/li>\n<\/ul>\n<p>To get to the bottom of this, you\u2019ll need to ask questions, which I\u2019ll get into next.<\/p>\n<h2>Sales qualification questions<\/h2>\n<p>To know if a lead is qualified, I ask these questions.<\/p>\n<h3>1. Qualification based on role\u00a0<\/h3>\n<ul>\n<li aria-level=\"1\">Who\u2019s in charge of making this decision for your company?<\/li>\n<ul>\n<li aria-level=\"2\">If it\u2019s you, are you able to sign off on this decision?<\/li>\n<li aria-level=\"2\">If it\u2019s not you alone, what does the approval process look like?<\/li>\n<\/ul>\n<li aria-level=\"1\">Which other stakeholders will have a say?<\/li>\n<ul>\n<li aria-level=\"2\">How can we get them involved in our next conversation?<\/li>\n<\/ul>\n<\/ul>\n<h3>2. Qualification based on intent to buy\u00a0<\/h3>\n<ul>\n<li aria-level=\"1\">Tell me about a time in the past when your company tried something new.\u00a0<\/li>\n<ul>\n<li aria-level=\"2\">When was it and how did it go?<\/li>\n<li aria-level=\"2\">What was your budget?<\/li>\n<\/ul>\n<li aria-level=\"1\">What\u2019s your budget range for this product\/project?<\/li>\n<ul>\n<li aria-level=\"2\">If there\u2019s no set budget, did you have a ballpark idea of what this would cost?<\/li>\n<\/ul>\n<li aria-level=\"1\">What\u2019s your intended timeline?<\/li>\n<ul>\n<li aria-level=\"2\">When are you hoping to get started?<\/li>\n<li aria-level=\"2\">When do you need this finished by?<\/li>\n<li aria-level=\"2\">What happens if you don&#8217;t meet that deadline?<\/li>\n<li aria-level=\"2\">What happens if you do?<\/li>\n<\/ul>\n<\/ul>\n<h3>3. Qualification based on culture<\/h3>\n<ul>\n<li aria-level=\"1\">What are your company\u2019s major goals for the next year?\u00a0<\/li>\n<ul>\n<li aria-level=\"2\">What about in the next 3-5 years?<\/li>\n<\/ul>\n<li aria-level=\"1\">How do you plan to make up the gap between where you are and where you\u2019re going?<\/li>\n<ul>\n<li aria-level=\"2\">What happens if you don\u2019t make it?<\/li>\n<\/ul>\n<li aria-level=\"1\">What does this purchase mean for you personally?<\/li>\n<ul>\n<li aria-level=\"2\">How will your day-to-day change if we decide to move ahead?<\/li>\n<\/ul>\n<li aria-level=\"1\">Is this purchase intended to solve a current problem or prevent problems in the future?<\/li>\n<\/ul>\n<h2>How to disqualify before a meeting even begins<\/h2>\n<p>You should never wait until a sales call to start gathering information to make sure you&#8217;re talking to the right people. As soon as someone books time with you, the research phase begins. You can use the tools below to help you gather information:<\/p>\n<ul>\n<li aria-level=\"1\"><strong>The company\u2019s webpage: <\/strong>You should always start here. Beyond the information that can help you qualify a lead, a company\u2019s page is a great place to start researching its culture and business model.<\/li>\n<li aria-level=\"1\"><strong>LinkedIn:<\/strong> This one\u2019s a no-brainer if you\u2019re in B2B sales. Check out the company\u2019s page, its people, its job openings, its activity, and any other information you can find. See who you\u2019re talking to and glean what you can about the company.<\/li>\n<li aria-level=\"1\"><span style=\"font-weight: bold;\">Paid tools: <\/span>This is a rabbit hole, I\u2019ll admit, but tools from <a href=\"https:\/\/www.zoominfo.com\/\" rel=\"noopener\" target=\"_blank\">ZoomInfo<\/a>, <a href=\"https:\/\/www.dnb.com\/\" rel=\"noopener\" target=\"_blank\">Dun &amp; Bradstreet<\/a>, <a href=\"https:\/\/system.privco.com\/signin\" rel=\"noopener\" target=\"_blank\">PrivCo<\/a>, and others can offer market intelligence and financial information about private companies. They can be costly, though.<\/li>\n<li aria-level=\"1\"><strong>Your CRM:<\/strong> How serious is the prospect about doing business with you? Check your CRM to see their activity on your site. If they\u2019ve read a bunch of pages, signed up for your newsletter, and followed you on social media, then they\u2019re fully engaged with your brand. If they\u2019ve only viewed your \u201ctalk to the sales team\u201d page, not so much.\u00a0<\/li>\n<\/ul>\n<p>All this said, you don\u2019t want to assume you\u2019re getting the whole story from your research. That company that seems like a start-up too small to afford you? Maybe they just secured $45M in venture funding. That point of contact listed as a middle manager? She might be moving into a VP role in the next few weeks and is looking to shake things up.<\/p>\n<p><span style=\"font-weight: bold;\">Bottom line: <\/span>Do your research, but keep an open mind.\u00a0<\/p>\n<h2>Lead qualification is a critical sales skill<\/h2>\n<p>To sell more, you need to sell to the right people. Make sure you\u2019re doing work ahead of any sales meeting to learn what you can about who you\u2019ll be speaking to. Then, in the meeting itself, ask the right questions to get the information you require.\u00a0<\/p>\n<p><img decoding=\"async\" class=\"lazy\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"https:\/\/www.impactplus.com\/hubfs\/bad-fit-prospects-jpg-1.jpeg\" loading=\"lazy\" style=\"margin-left: auto; margin-right: auto; display: block; width: 650px; height: auto; max-width: 100%;\" width=\"650\" height=\"254\"\/><\/p>\n<p>If you end up having to cancel a meeting because the lead is not qualified, consider that to be a win. You\u2019ve got time back in your calendar and you\u2019re not going to spend time on someone who isn\u2019t going to buy from you anyway.\u00a0<\/p>\n<p>And remember, the more you (and your company) can <a href=\"https:\/\/www.impactplus.com\/blog\/content-guides-for-your-customers\" rel=\"noopener\" target=\"_blank\"><span>focus on buyer education<\/span><\/a>, the more your leads will know before they enter the sales cycle. If you\u2019re upfront and transparent about what you\u2019re selling, bad-fit customers will disqualify themselves.\u00a0\u00a0<\/p>\n<p>Not sure how to get started? At IMPACT, we help businesses like yours thrive by embracing a customer-first approach to sales and marketing. <a href=\"https:\/\/www.impactplus.com\/services\/schedule-now\" rel=\"noopener\" target=\"_blank\"><span>Talk to one of our advisors to learn more<\/span><\/a>.<\/p>\n<p style=\"font-weight: bold;\">Here&#8217;s the full infographic summing everything up:<\/p>\n<p><img decoding=\"async\" class=\"lazy\" src=\"https:\/\/mailinvest.blog\/wp-content\/themes\/breek\/assets\/images\/transparent.gif\" data-lazy=\"true\" data-src=\"https:\/\/www.impactplus.com\/hubfs\/Lead-Qualification-Checklist-Info-Draft2-04-jpg.jpeg\" loading=\"lazy\" style=\"margin-left: auto; margin-right: auto; display: block; width: 650px; height: auto; max-width: 100%;\" width=\"650\" height=\"2174\"\/><\/p>\n<\/div>\n<iframe data-lazy=\"true\" data-src=\"https:\/\/www.fiverr.com\/gig_widgets?id=U2FsdGVkX18x7XQvttUTrv1oEqmGNGTgvvCUiUoJ\/AP4z\/UyMz8lXGOLpu15jIMxBbTR0gmD5uBoFvhC4KWeALQRp3h\/X\/AwcVD0K8Wj9H\/ZzYKzcCNHosB9oS4SCJJFWiN85P9ICAc4OgCoE\/wHKIY7CDkf2\/DQ1vqGvk4smVe5cRDEmrLPCWi4FC8p40VUhSmWQ5udCm0zoJtorgWv3vbDQw0kKYkwn39ozAnQXDe+YvWMxkLFWA+O3TFwkJvdkIK+\/AUSnRssPKt5WHY0FhNOxnSPcLslEL4G4\/RfP95ve99U+kRnDy3X+KtzdQLY+u935ghON\/o3UE4IMv9oN6JX9RnxzL\/LRcOgnHigxStSGPKsZYtnz8RWNVT\/rOLAibqiWJadC5MYHRbekF3eg6FOGrQGkXYbsn0+a5aovnlLCbLwIqY9fcS17UX8J235iQ6cdmHNbrPeS84CMm34RA==&affiliate_id=1052423&strip_google_tagmanager=true\" loading=\"lazy\" data-with-title=\"true\" class=\"fiverr_nga_frame\" frameborder=\"0\" height=\"350\" width=\"100%\" referrerpolicy=\"no-referrer-when-downgrade\" data-mode=\"random_gigs\" onload=\" var frame = this; var script = document.createElement('script'); script.addEventListener('load', function() { window.FW_SDK.register(frame); }); script.setAttribute('src', 'https:\/\/www.fiverr.com\/gig_widgets\/sdk'); document.body.appendChild(script); \" ><\/iframe>\n<br \/><a href=\"https:\/\/www.impactplus.com\/blog\/how-to-lead-qualification-checklist-b2b-sales\">Source link <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Everybody says that time is money, but for salespeople, it\u2019s really true. The more time you spend with bad-fit, unqualified prospects, the fewer deals you&#8230;<\/p>\n","protected":false},"author":1,"featured_media":25539,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-25538","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tech-universe"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How To Build a Lead Qualification Checklist for B2B Sales (+infographic) - mailinvest.blog<\/title>\n<meta name=\"description\" content=\"Technology is forever changing, and there are always new pieces of technology to replace obsolete ones. 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