Qualified vs. Unqualified Leads

The key to having a momentum building sales pipeline lies in the ability to identify qualified vs. unqualified leads.  This will allow you to generate a funnel of activity that is a realistic representation of your sales potential.

“I’d rather you have 25 solid leads in your pipeline, than 100 unqualified leads to make yourself look good or meet a quota.” – Aaron Smith

5  Characteristics of an Unqualified Sales Lead

1.       You have been unable to begin the relationship or make any meaningful contact.

2.       The lead does not understand your company’s product.

3.       They are unsure of what their actual need is.

4.       The price range of your product is out of their budget.

5.       They do not have purchasing power.

While these qualifiers are representative of an unqualified lead, don’t assume they will never become customers.  Instead, view these people as your future sales funnel.  Help them, answer their questions, direct them to your blog for additional information, but understand the value of your time and treat it accordingly.

5 Characteristics of a Qualified Sales Lead

1.       They are available and engaged in a forward moving conversation.

2.       They understand their responsibility in being educated about your product.

3.       They are looking for a solution to an identified problem or void.

4.       They have a budget and the authority to purchase.

5.       They have realistic expectations and are comfortable with the sales terms.

Qualified leads are money.  Each one holds the ability to convert if nurtured through the sales cycle.  This is where your time should be spent in order to maximize sales figures and grow your business.