Bottom of the Funnel (BOFU) – Decision Stage

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At the decision stage, leads are near the end of their buyer’s journey. They know the solutions available and are now deciding which one is the best fit. They are often deciding between different competitors or weighing specific features, pricing, and value propositions.

In this stage, qualification moves from high-level to very detailed. kraken user phone number list Your sales team needs to validate that the lead is ready to buy and that the timing aligns with their decision-making process. At this point, prospects might request pricing, schedule demos, or ask for case studies to confirm that your solution is the right choice for their needs.

Qualification at BOFU:

Decision criteria: What factors are influencing their purchasing decision (price, features, customer support)?

Closing indicators: Are they asking for a demo, price quotes, or contract details?

Timeline: How soon are they looking to implement a solution?

Continuous Improvement and Lead Qualification
The lead qualification process is not static; it should evolve as your business grows and as you gain more insights into your customer base. Continuously optimizing your lead qualification strategy will help improve the overall quality of leads, streamline the sales process, and enhance the customer experience.

1. Regular Feedback Loops
Creating regular feedback loops between the sales and marketing teams helps refine lead qualification criteria. For example, if the sales team notices that certain types of leads are consistently falling through the cracks or aren’t converting, they can communicate this feedback to marketing. Together, they can tweak the lead scoring model, adjust messaging, or redefine the target audience to improve lead quality.