B2B Sales, Lead Generation and Marketing Blog

Using Lead Qualification Data to Customize Your Sales Funnel

Posted by Vendere Team on Tue, Apr 10, 2012 @ 08:04 AM

Dollars funnel.Would you give tap shoes to a ballet troupe and expect the dancers to perform optimally? If
your sales funnel isn’t properly customized, you’re ill-equipping your sales team. An improperly equipped sales team never achieves optimal results.

Customer relationship management (CRM) is a process that every sales professional, at one time or another, has overcomplicated. While the wide array of CRM technologies and solutions available can confuse matters, the tendency to overcomplicate CRM often stems from the stage or stages of the sales funnel that require customization.

Customizing Your Sales Funnel

Most sales funnels can be broken down into four or five stages. During stage one, opportunities or prospects enter into the funnel. During stage two, opportunities are either discarded or qualified as sales leads and are scored according to the immediate value of the potential win.

Any stage following lead qualification and scoring must be customized according to your company’s sales processes and the specific products or solutions you’re offering if you want to keep leads moving through your funnel expeditiously. When next stages aren’t aligned with these things, sales funnels clog, opportunities are lost, and it becomes increasingly difficult to reach the last stage of the sales funnel, which, as we all know, is the close.

To customize stage three (or stages three and four) of your sales funnel correctly, you have to have a thorough understanding of your prospects’s big picture goals. You also need to have a deep understanding of the business value that your product or solution brings to your customers over your competition. 

Getting More out of Lead Qualification

Understanding of the business value of your offerings isn’t always easy, especially if you’re not asking the right questions during the lead qualification process or don’t have the in-house resources you need to conduct lead qualification on a large scale.

At Vendere Partners, we’ve found that by asking prospects pointed questions during the qualification process, we can do more than simply qualify and score leads; we can find out what is truly important to our clients’ customers, narrow target markets, and help our clients customize key stages of their sales funnels based on hard data that reveals exactly what it will take to close more sales.

CRM shouldn’t be complicated. Your sales funnel of only four or five stages shouldn’t be complicated, either. The things that can be complicated are the background actions required to design your CRM process and customize your sales funnel in ways that best serve your company’s sales process.

Vendere can help. Through lead qualification and scoring, sales management consulting, and the other services we provide, we can help you customize your sales funnel, streamline your CRM process, and increase revenue at a faster rate. To learn more, contact Vendere today.

Topics: lead generation, outsourcing, qualified leads, management consulting

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