When you ask a salesperson what they need, at first they will say, “I want more leads.” A few months later, they will correct themselves and say, “You misunderstood, what I meant to say is that I want more qualified leads.” Unfortunately, it is not as simple as getting a show of hands on those that want more qualified leads. Everyone does.
How to find qualified leads for the sales channel is the issue. In this instance, the salespeople mean leads that are qualified to buy someone’s product. Salespeople sometimes call the unqualified person who has not answered any questions about intent, naked leads, but they often give up after the first phone call says Gil Cargill:48% give up after the first call). But there are several ways to get qualified leads.
Why it’s important?
Qualified sales leads shorten the sales cycle and
increase sales while reducing marketing spending.