What is a Sales Qualified Lead (SQL)?
An SQL is a prospective customer who has expressed intent to buy (by making direct sales inquiries or responding to offers such as a free trial). They meet your qualification criteria and are ready to move further down the sales funnel.
Companies that focus on lead nurturing generate 50% more
sales-ready leads at a 33% lower cost.
– Forrester Research
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Five Best Practices
Be Responsive
Five Best Practices for Following Up on Sales Qualified Leads
Timing is everything, and 50% of buyers choose the vendor that responds first.* You should be prompt and persistent but in a gentle manner.
Keep prospective customers engaged (invite them to upcoming webinars or share content and best practices specific to the customer such as blog content or whitepapers).
Add Prospects to Your Outbound Marketing Funnel
Keep these in mind:
• 80% of sales require five follow-up calls after the meeting*
• 44% of sales reps give up after one follow-up*
• Over 50% didn’t respond within five business days*
Persistence Closes Deals…
You can tweak a customer’s journey through your sales funnel based on their interactions with your
follow-up practice. Reporting and tracking can help you nurture your lead properly and result in a
quicker sale.
Track Your Progress
A demo, free training on their subject interest, analysis of their environment or other meaningful information can help secure a second meeting.
Include an Incentive for Your Next Meet Up
*https://www.salesmate.io/blog/66-sales-statistics-2020/#sales-call
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