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Classificationof
SalesLeads
JUDY CAROLL
COLD
SALES LEADS COULD BE:
WARMHOT
Atypicaltelemarketermakesat
least140livecalls,talkstoat
least40decision-makers,
acquiresatleast10freshcontact
emails,andse...
That looks quite a lot
to finish in a plate
– unless you’re a foodie.
a Lead?
Do all these
guarantee
Eachqualifiedlead
followsasetof
criteria.
The number of qualified criterion of a certain lead will
determine its classific...
COLD
FIRST IS...
WARMHOT
Sizzling and
sumptuous to
your eyes…
Yes,it’saLead!
This type of a qualified lead that meets all the
required criteria which most of time is set.
Apply the
BANT lead
qualifying
system!
So how to know if
it’s a hot lead?
B is for Budget
The prospect has set or prepared a budget and
is just ready for disposal at anytime a project
proposal is ...
Doyouhaveabudget?How
muchisyourbudget?Areyou
willingtoexpend?Whatisyour
budgetrange?
Qualifying questions for this criteri...
A for Authority
The contact person you speak to could either
be the Person In charge, or the Recommender.
He should have t...
Are you the person in
charge/recommender on this
project? What is your role on
this? Do you solely make
decision on this?
...
N is for Need
Need would always top the set of qualifying
questions in a telemarketing script. When a
need from the prospe...
Areyoulookingintothistypeof
product/servicetoimproveyourprocess?
Whatproduct/serviceareyoucurrently
using?Haveyouencounter...
T is for Time frame
The point period from the time you spoke
with the prospect to the planned or projected
period of purch...
Whendoyouplantopurchase?
Whendoyouplantoimplement
thenewsystem?
Most qualifying questions would be:
T IS FOR TIME FRAME
COLD
NEXT IS...
WARMHOT
Well-plated and
perfectly
garnished, but
tastes just fine…
What’sthemissingingredient?
This qualified lead misses 1 or 2 criteria. But what makes it bagged
the qualifying scale is t...
these
leads are
not
wasted.
But don’t get
easily discouraged,
They
could
stillbe
nurtured
and you might be
surprise in due time
they’ll be contacting
you again.
COLD
LASTLY...
WARMHOT
So, who likes a
bowl of cold
soup?
A qualified
cold lead has
2 or 3
disqualifiers
and the remaining
qualifier would be
supported by the
prospects agreement t...
and
further
nurturing
isneeded.
This is the kind of
lead which most of
the time is set to KIV
(kept in view),
Business success is not
achieved overnight.
It takes time, effort, tools, skills and strategies
to be able to reach your t...
CLASSIFICATION OF SALES LEADS
Look at every
lead as an edible
opportunity.
Imbibe hunger for it. Whether it’s HOT,
WARM, o...
Classification of Sales Leads: Hot, Warm or Cold
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Classification of Sales Leads: Hot, Warm or Cold

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A typical telemarketer makes at least 140 live calls, talks to at least 40 decision-makers, acquires at least 10 fresh contact emails, and sends out reference materials to at least 140 contacts – all in a day’s work. That looks quite a lot to finish in a plate – unless you’re a foodie.

Do all these guarantee a Lead? Let’s see.

Read more at http://www.callboxinc.com/lead-generation/classification-of-sales-leads-hot-warm-or-cold/

Published in: Marketing
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Classification of Sales Leads: Hot, Warm or Cold

  1. 1. Classificationof SalesLeads JUDY CAROLL
  2. 2. COLD SALES LEADS COULD BE: WARMHOT
  3. 3. Atypicaltelemarketermakesat least140livecalls,talkstoat least40decision-makers, acquiresatleast10freshcontact emails,andsendsoutreference materialstoatleast140contacts –allinaday’swork. CLASSIFICATION OF SALES LEADS
  4. 4. That looks quite a lot to finish in a plate – unless you’re a foodie.
  5. 5. a Lead? Do all these guarantee
  6. 6. Eachqualifiedlead followsasetof criteria. The number of qualified criterion of a certain lead will determine its classification. CLASSIFICATION OF SALES LEADS
  7. 7. COLD FIRST IS... WARMHOT
  8. 8. Sizzling and sumptuous to your eyes…
  9. 9. Yes,it’saLead! This type of a qualified lead that meets all the required criteria which most of time is set.
  10. 10. Apply the BANT lead qualifying system! So how to know if it’s a hot lead?
  11. 11. B is for Budget The prospect has set or prepared a budget and is just ready for disposal at anytime a project proposal is approved by the management.
  12. 12. Doyouhaveabudget?How muchisyourbudget?Areyou willingtoexpend?Whatisyour budgetrange? Qualifying questions for this criterion would be: B IS FOR BUDGET
  13. 13. A for Authority The contact person you speak to could either be the Person In charge, or the Recommender. He should have the final word to either say “yes” or “no” to the proposal.
  14. 14. Are you the person in charge/recommender on this project? What is your role on this? Do you solely make decision on this? Qualifying questions are: A FOR AUTHORITY
  15. 15. N is for Need Need would always top the set of qualifying questions in a telemarketing script. When a need from the prospect is identified, this sends a signal of a brewing lead.
  16. 16. Areyoulookingintothistypeof product/servicetoimproveyourprocess? Whatproduct/serviceareyoucurrently using?Haveyouencounteredanyissue? Arethereanyinitiativesfromyour companytoevaluate/replaceyour currentsystem?Whatfunctionalitiesare youlookingat? Qualifying questions maybe as follows: N IS FOR NEED
  17. 17. T is for Time frame The point period from the time you spoke with the prospect to the planned or projected period of purchase or implementation of the new product or service.
  18. 18. Whendoyouplantopurchase? Whendoyouplantoimplement thenewsystem? Most qualifying questions would be: T IS FOR TIME FRAME
  19. 19. COLD NEXT IS... WARMHOT
  20. 20. Well-plated and perfectly garnished, but tastes just fine…
  21. 21. What’sthemissingingredient? This qualified lead misses 1 or 2 criteria. But what makes it bagged the qualifying scale is that a Need was identified and the other 1 or 2 qualified criteria should be able to support the first. In most cases, the disqualifiers would either be Budget or Time frame.
  22. 22. these leads are not wasted. But don’t get easily discouraged,
  23. 23. They could stillbe nurtured and you might be surprise in due time they’ll be contacting you again.
  24. 24. COLD LASTLY... WARMHOT
  25. 25. So, who likes a bowl of cold soup?
  26. 26. A qualified cold lead has 2 or 3 disqualifiers and the remaining qualifier would be supported by the prospects agreement to take a look or compare set ups between their current system and yours.
  27. 27. and further nurturing isneeded. This is the kind of lead which most of the time is set to KIV (kept in view),
  28. 28. Business success is not achieved overnight. It takes time, effort, tools, skills and strategies to be able to reach your target results.
  29. 29. CLASSIFICATION OF SALES LEADS Look at every lead as an edible opportunity. Imbibe hunger for it. Whether it’s HOT, WARM, or COLD, it’s still comestible, isn’t it?

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