How To Identify Sales-Ready Leads

The buyer’s journey is one of the most important aspects of any sales process, but how do you know when a lead is ready to close?

Let’s take a closer look at some of the tell-tale signs for identifying when the time is right…

What is a sales-ready lead?

One of the key aspects of demand generation is understanding what a sales-ready lead is and nurturing these leads to make that crucial next step.

It is after this point is reached that you can begin to use even greater sales tactics to encourage that crucial final sale.

A sales-ready lead is generally defined as anyone who is ready to engage in meaningful dialogue which will likely lead to making a purchase.

This is distinct from casual enquiries born out of curiosity with little intent to purchase.

How do we identify the sales-ready leads already on your database?

Use appropriate calls to action

This tactic allows your leads to ask crucial questions which encourage meaningful activity which could lead to significant sales activity.

Instead of simply using one call-to-action on a particular page, consider adding more, directing to different areas which are specific to the kind of engagement activity you seek.

This could include linking to information on pricing, resources or product information, allowing you to identify where they are in the sales process.

Remember your lead scoring

The methods used and what constitutes a sales-ready lead will vary from company to company and industry to industry, but an essential component of all sales-ready identification is clever lead scoring.

This requires the establishment of key criteria which takes account of the nuances of your own marketing system to establish where you place the most value when identifying who among your leads is inching closer towards making a purchase.

Is it pageviews?

Site visits?

Email clicks?

Determine these criteria for scoring which leads have the most sales-ready value as a means of keeping track of your data.

Consider the right content

You need to inspire action from your leads in order to assess their position in the sales funnel and how this can best be pushed forward.

It is only through the clever assessment of your content that you can begin to qualify what constitutes a sales-ready lead for your company, so providing lots of sales-related-content is a great idea for your business.

Trevor McClintock

Trevor McClintock

Trevor McClintock is a world-leading business consultant and expert strategist with over 25 years' experience in developing and re-organising businesses. Contact him today and make your dreams a reality.

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