SlideShare uma empresa Scribd logo
1 de 22
Baixar para ler offline
HOW TO DEFINE A

QUALIFIED LEAD
Inspired by a post on the Vorsight blog.
1. THE DEFINITION
1. THE DEFINITION
• Having a clear definition of a qualified lead is
essential

• Without one, there is a break in the sales funnel

where reps receive leads too quickly or too slowly

•

This makes your sales engine run below optimal
performance- too many leads, you flood the
engine, too few and it’s sputtering along the road
2. THE SAD TRUTH
2. THE SAD TRUTH
• Many organizations lack a clear
definition

•The definition of a qualified lead is
not universal- it should be defined
within the scope of your business
3. BANT
3. BANT
Budget
Authority
Need
Timing

• Some organizations use the BANT acronym to
used to determine how qualified a lead is

• The term is frequently debated and may not fit new
buyer profiles because it’s too highly focused on
budget rather than finding the person of influence
who has a need
4. ANUM
4. ANUM
• Instead, use an acronym coined by

InsideSales.com’s president, Ken Krogue
Authority
Need
Urgency
Money

• The subtle difference is this:
• You start by building need with an authority
figure, then helping them find a way to fund it
5. LEAD HANDOFF
5. LEAD HANDOFF
• Think of lead transfer as the aperture of a

camera:
• The wider it’s open, the more leads will
funnel through

• The degree to which you open or close your
aperture depends on how many leads your
business needs to thrive
6. THE APERTURE
6. THE APERTURE
• Using the ANUM acronym, you can customize
how open or closed your sales aperture is

• If you want more leads, make it meet less
requirements of ANUM (for example, just
“Authority”)

• If you want fewer leads, add the appropriate

acronym letters to filter exactly which leads get
through
7. OPEN APERTURE
7. OPEN APERTURE
• So when might you want a large flow of leads to
get to sales?

• You’re far behind quota
• You have few Sales Development Reps

(SDRs)
• Have a sales team that doesn’t work many
late stage opportunties
• Have few inquiries through marketing
• Sell mostly outbound
• Have an evangelical product still unknown to
the market
8. CLOSED APERTURE
8. CLOSED APERTURE
• When do you want fewer leads to get to sales?
• Have lots of SDRs
• Have sales teams that are working many late
stage opportunities
• Have a lot of inquiries through marketing
• Sell to mostly junior people at smaller
companies
• have a hot offering that is creating pull
demand
9. THE GOAL
9. THE GOAL
• Opening or closing the aperture is meant to
tailor lead flow to your business

• Most companies are somewhere in between a
highly filtered and wide open aperture (a good
middle ground is 3 out of 4 ANUM letters)
10. THE DANGERS
10. THE DANGERS
• If you open the aperture too wide,

you’ll flood your sales team with
fool’s gold (leads that aren’t going to
buy).

• Filter too many leads and you’ll miss
out on opportunities to sell
makes it easier to generate
accurate and targeted lists of
leads from the internet.
Share on

or

Mais conteúdo relacionado

Mais procurados

LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
getadministrate
 
Sales & business development
Sales & business developmentSales & business development
Sales & business development
Chuck Crafton
 
Your killer Elevator Pitch
Your killer Elevator PitchYour killer Elevator Pitch
Your killer Elevator Pitch
Allan Wroe
 
SaleskiPathshala : A to Z of Sales - by Sanjay Singh
SaleskiPathshala : A to Z of Sales - by Sanjay SinghSaleskiPathshala : A to Z of Sales - by Sanjay Singh
SaleskiPathshala : A to Z of Sales - by Sanjay Singh
Sanjay Singh
 

Mais procurados (20)

Lead
LeadLead
Lead
 
Startup Sales - Broad View
Startup Sales - Broad ViewStartup Sales - Broad View
Startup Sales - Broad View
 
Prepare Your Sales Elevator Pitch
Prepare Your Sales Elevator PitchPrepare Your Sales Elevator Pitch
Prepare Your Sales Elevator Pitch
 
15 "Must Have" Sales Technologies
15 "Must Have" Sales Technologies15 "Must Have" Sales Technologies
15 "Must Have" Sales Technologies
 
Understand the Customer
Understand the CustomerUnderstand the Customer
Understand the Customer
 
Anatomy of a sales pipeline
Anatomy of a sales pipelineAnatomy of a sales pipeline
Anatomy of a sales pipeline
 
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
LITE 2017 – Managing a Sales Operation [Patrick Flanagan & Bob Sabra]
 
How Does COVID-19 Change The Future of Work?
How Does COVID-19 Change The Future of Work?How Does COVID-19 Change The Future of Work?
How Does COVID-19 Change The Future of Work?
 
Sales & business development
Sales & business developmentSales & business development
Sales & business development
 
Your killer Elevator Pitch
Your killer Elevator PitchYour killer Elevator Pitch
Your killer Elevator Pitch
 
Hera labs investor pitch deck template
Hera labs investor pitch deck templateHera labs investor pitch deck template
Hera labs investor pitch deck template
 
SaleskiPathshala : A to Z of Sales - by Sanjay Singh
SaleskiPathshala : A to Z of Sales - by Sanjay SinghSaleskiPathshala : A to Z of Sales - by Sanjay Singh
SaleskiPathshala : A to Z of Sales - by Sanjay Singh
 
11 Tips for the VC Pitch
11 Tips for the VC Pitch11 Tips for the VC Pitch
11 Tips for the VC Pitch
 
Story Selling - Using the power of story to sell
Story Selling - Using the power of story to sellStory Selling - Using the power of story to sell
Story Selling - Using the power of story to sell
 
How to Craft a Better Value Proposition: Boost Your Biz-Dev Results with One ...
How to Craft a Better Value Proposition: Boost Your Biz-Dev Results with One ...How to Craft a Better Value Proposition: Boost Your Biz-Dev Results with One ...
How to Craft a Better Value Proposition: Boost Your Biz-Dev Results with One ...
 
Startup Weekend Template presentation
Startup Weekend Template presentationStartup Weekend Template presentation
Startup Weekend Template presentation
 
9 step proceess to writing sales copy that sells
9 step proceess to writing sales copy that sells9 step proceess to writing sales copy that sells
9 step proceess to writing sales copy that sells
 
Marketing Success: Building a Customer-centric Growth Engine - SIIA Decipheri...
Marketing Success: Building a Customer-centric Growth Engine - SIIA Decipheri...Marketing Success: Building a Customer-centric Growth Engine - SIIA Decipheri...
Marketing Success: Building a Customer-centric Growth Engine - SIIA Decipheri...
 
Tg swi ppt 61713 (2)
Tg swi ppt 61713 (2)Tg swi ppt 61713 (2)
Tg swi ppt 61713 (2)
 
Calls to action
Calls to actionCalls to action
Calls to action
 

Destaque (6)

AA-ISP Kyle
AA-ISP KyleAA-ISP Kyle
AA-ISP Kyle
 
Tony Robbins
Tony Robbins Tony Robbins
Tony Robbins
 
Sales Hacker Presentation Sept. 2014
Sales Hacker Presentation Sept. 2014Sales Hacker Presentation Sept. 2014
Sales Hacker Presentation Sept. 2014
 
What Is Sales Development?
What Is Sales Development?What Is Sales Development?
What Is Sales Development?
 
Hello, Account Based Everything - Craig Rosenberg
Hello, Account Based Everything - Craig RosenbergHello, Account Based Everything - Craig Rosenberg
Hello, Account Based Everything - Craig Rosenberg
 
Basic CHAMP Sales Qualification Playbook
Basic CHAMP Sales Qualification PlaybookBasic CHAMP Sales Qualification Playbook
Basic CHAMP Sales Qualification Playbook
 

Semelhante a The Best Way to Qualify Leads

Semelhante a The Best Way to Qualify Leads (20)

Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...
Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...
Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...
 
SALES & BUSINESS MANAGEMENT MODULE 2.pdf
SALES & BUSINESS MANAGEMENT MODULE 2.pdfSALES & BUSINESS MANAGEMENT MODULE 2.pdf
SALES & BUSINESS MANAGEMENT MODULE 2.pdf
 
WebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup SuccessWebSummit 2018 - 9 Secrets for Startup Success
WebSummit 2018 - 9 Secrets for Startup Success
 
Why start-ups fail
Why start-ups failWhy start-ups fail
Why start-ups fail
 
Qestioning Tech's
Qestioning Tech'sQestioning Tech's
Qestioning Tech's
 
Business Development
Business DevelopmentBusiness Development
Business Development
 
The Answer to How to Build a Growth Team
The Answer to How to Build a Growth Team The Answer to How to Build a Growth Team
The Answer to How to Build a Growth Team
 
The Answer to How to Build a Growth Team
The Answer to How to Build a Growth Team The Answer to How to Build a Growth Team
The Answer to How to Build a Growth Team
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Ss direct selling
Ss direct sellingSs direct selling
Ss direct selling
 
4 Customer Success Data Hacks to Identify your Ideal Customer Profile
4 Customer Success Data Hacks to Identify your Ideal Customer Profile4 Customer Success Data Hacks to Identify your Ideal Customer Profile
4 Customer Success Data Hacks to Identify your Ideal Customer Profile
 
5 Secrets of Growth by Lincoln Murphy
5 Secrets of Growth by Lincoln Murphy5 Secrets of Growth by Lincoln Murphy
5 Secrets of Growth by Lincoln Murphy
 
5 biggest mistakes companies make
5 biggest mistakes companies make5 biggest mistakes companies make
5 biggest mistakes companies make
 
An Ideal Sales Cycle
An Ideal Sales CycleAn Ideal Sales Cycle
An Ideal Sales Cycle
 
Benefits of buying a franchise.
Benefits of buying a franchise.Benefits of buying a franchise.
Benefits of buying a franchise.
 
Sales lesson for start ups 5
Sales lesson for start ups 5Sales lesson for start ups 5
Sales lesson for start ups 5
 
Oak fi-31.03.2016 - fundraising
Oak fi-31.03.2016 - fundraisingOak fi-31.03.2016 - fundraising
Oak fi-31.03.2016 - fundraising
 
Oak fi-31.03.2016 - fundraising
Oak fi-31.03.2016 - fundraisingOak fi-31.03.2016 - fundraising
Oak fi-31.03.2016 - fundraising
 
Perfect Selling
Perfect SellingPerfect Selling
Perfect Selling
 
Marketing 101 for Startups
Marketing 101 for StartupsMarketing 101 for Startups
Marketing 101 for Startups
 

Último

Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
dlhescort
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
amitlee9823
 
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
lizamodels9
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
 
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
lizamodels9
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
dollysharma2066
 
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
amitlee9823
 

Último (20)

Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and painsValue Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
 
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service NoidaCall Girls In Noida 959961⊹3876 Independent Escort Service Noida
Call Girls In Noida 959961⊹3876 Independent Escort Service Noida
 
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60%  in 6 MonthsSEO Case Study: How I Increased SEO Traffic & Ranking by 50-60%  in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
 
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
 
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service AvailableCall Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
 
Cracking the Cultural Competence Code.pptx
Cracking the Cultural Competence Code.pptxCracking the Cultural Competence Code.pptx
Cracking the Cultural Competence Code.pptx
 
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service BangaloreCall Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
Call Girls Hebbal Just Call 👗 7737669865 👗 Top Class Call Girl Service Bangalore
 
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business GrowthFalcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
 
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
 
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation FinalPHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation Final
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
 
Phases of Negotiation .pptx
 Phases of Negotiation .pptx Phases of Negotiation .pptx
Phases of Negotiation .pptx
 
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business PotentialFalcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
 
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in indiaFalcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
 
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
 
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
 
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
 
Whitefield CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL
Whitefield CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRLWhitefield CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL
Whitefield CALL GIRL IN 98274*61493 ❤CALL GIRLS IN ESCORT SERVICE❤CALL GIRL
 
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024
 

The Best Way to Qualify Leads

  • 1. HOW TO DEFINE A QUALIFIED LEAD Inspired by a post on the Vorsight blog.
  • 3. 1. THE DEFINITION • Having a clear definition of a qualified lead is essential • Without one, there is a break in the sales funnel where reps receive leads too quickly or too slowly • This makes your sales engine run below optimal performance- too many leads, you flood the engine, too few and it’s sputtering along the road
  • 4. 2. THE SAD TRUTH
  • 5. 2. THE SAD TRUTH • Many organizations lack a clear definition •The definition of a qualified lead is not universal- it should be defined within the scope of your business
  • 7. 3. BANT Budget Authority Need Timing • Some organizations use the BANT acronym to used to determine how qualified a lead is • The term is frequently debated and may not fit new buyer profiles because it’s too highly focused on budget rather than finding the person of influence who has a need
  • 9. 4. ANUM • Instead, use an acronym coined by InsideSales.com’s president, Ken Krogue Authority Need Urgency Money • The subtle difference is this: • You start by building need with an authority figure, then helping them find a way to fund it
  • 11. 5. LEAD HANDOFF • Think of lead transfer as the aperture of a camera: • The wider it’s open, the more leads will funnel through • The degree to which you open or close your aperture depends on how many leads your business needs to thrive
  • 13. 6. THE APERTURE • Using the ANUM acronym, you can customize how open or closed your sales aperture is • If you want more leads, make it meet less requirements of ANUM (for example, just “Authority”) • If you want fewer leads, add the appropriate acronym letters to filter exactly which leads get through
  • 15. 7. OPEN APERTURE • So when might you want a large flow of leads to get to sales? • You’re far behind quota • You have few Sales Development Reps (SDRs) • Have a sales team that doesn’t work many late stage opportunties • Have few inquiries through marketing • Sell mostly outbound • Have an evangelical product still unknown to the market
  • 17. 8. CLOSED APERTURE • When do you want fewer leads to get to sales? • Have lots of SDRs • Have sales teams that are working many late stage opportunities • Have a lot of inquiries through marketing • Sell to mostly junior people at smaller companies • have a hot offering that is creating pull demand
  • 19. 9. THE GOAL • Opening or closing the aperture is meant to tailor lead flow to your business • Most companies are somewhere in between a highly filtered and wide open aperture (a good middle ground is 3 out of 4 ANUM letters)
  • 21. 10. THE DANGERS • If you open the aperture too wide, you’ll flood your sales team with fool’s gold (leads that aren’t going to buy). • Filter too many leads and you’ll miss out on opportunities to sell
  • 22. makes it easier to generate accurate and targeted lists of leads from the internet. Share on or