During the webinar, several lead qualification strategies were presented. Below, we will look at some best practices for this purpose.
Alignment between teams
Collaboration between pre-sales and sales is important for the success of the sales process. Gustavo emphasized the importance of clear alignment, with well-defined SLAs and points of handover between teams. Therefore:
Set clear SLAs : Establish clear criteria for handing off leads between pre-sales and sales.
Promote effective communication : Encourage regular meetings to discuss challenges and share feedback across teams.
Create joint performance indicators : Develop metrics that measure the performance of both pre-sales and sales teams, promoting common goals and encouraging collaboration to achieve shared results.
Use collaborative tools : Implement platforms journalist email list that facilitate communication and information sharing between teams, such as real-time chat and shared dashboards, to ensure everyone is on the same page.
Use of technologies and tools
Call recording and analytics tools can provide valuable insights into the lead qualification process. Camely suggested recording all calls and analyzing them to identify areas for improvement.
Record and analyze calls : Use transcription and analytics tools to review lead interactions and adjust strategies.
Implement standardized scripts : Develop clear scripts to ensure consistency in interactions with leads.
Automate lead qualification : Use automation software to score leads based on predefined criteria, saving time and ensuring that only qualified leads are passed to the sales team.
Integrate CRM tools : Connect your recording and analytics tools directly to your company's CRM to keep a complete history of interactions and make it easier to track leads through the sales funnel.
Learn how Agendor's Smart Virtual Phone works to help your team analyze calls:
Approaches to increase conversions
During the webinar, some strategies capable of increasing conversions were discussed, such as commissioning by performance and choosing communication channels .
Performance-based commissioning
Setting up a commission scheme that incentivizes both volume and quality of appointments can motivate pre-sales agents to put in more effort . Gustavo shared, for example, that at Agendor, success is measured by meetings completed and conversion into sales.