How can you measure lead quality to improve your sales process?

One thing that I find helpful is first of all know about my product or service. Once I have all the details and I really know all the benefits the customer can get with I am offering the next step is to define the target customer based on my previous knowledge. As I have good knowledge on the sales process and a good background in chemical products those skills helps me tremendously to be more selective. Is crucial when meeting with your prospect that you develop a rapport and with confidence listen carefully your prospect. When I finally got the approval of the customer to move on this is the best indicator that my lead has big chance to evolve to a sale.

Ideal Customer Profile, is when a partnership based on transparency is created. To share sales statistics stock levels and market information. Joint promotions can also be a powerful edge against competition.

Investiga bien el mercado 📊para entender el contexto y las necesidades reales de tus potenciales clientes. Habla directamente con ellos 🙋♂️para complementar la información recopilada y afinar el ICP. Incluye criterios cuantitativos como tamaño de la empresa, ingresos, número de empleados, etc. Así filtrarás mejores leads. Añade criterios cualitativos como intereses, valores y dolores. Así los conectarás más emocionalmente. Define prioridades en tu ICP 📝para enfocarte primero en aquellos clientes que más se ajusten. Revisa y actualiza periódicamente tu ICP, ya que los mercados y clientes cambian. 📈 Compártelo claro y visual con tu equipo 👥para que todos estén alineados al buscar leads.

Once you have your ideal customer profile, use it to refine your marketing and sales strategies. Tailor your messaging and outreach to align with the characteristics of your ICP. This targeted approach will not only improve the quality of your leads but also increase the efficiency of your sales process. By focusing on prospects that closely match your ICP, you'll spend less time on unqualified leads and more on those with a higher likelihood of conversion. This leads to better resource allocation and ultimately, a higher return on investment.

I implemented a lead scoring system that takes into account the size of the company and the type of lead and their readiness to make a purchase. I used a matrix to rank them from A to C depending on the type of lead and from 1 to 3 depending on the size of the company. To rank leads according to their readiness to purchase, I used a scoring system that measures the readiness level in terms of the time frame within which they are likely to make a purchase. I used the following symbols to indicate the time frame: – symbol indicates that the lead is likely to make a purchase within 12 mos, no symbol indicates that the lead is likely to make a purchase within 6 mos, and + symbol indicates that the lead is likely to make a purchase within 3 mos.

Algunos tips prácticos para agregar al consejo sobre el seguimiento de KPIs: Define claro los KPI que medirás 📋según tus objetivos y etapas de venta. Enfócate en lo más relevante. Establece metas concretas por periodo para cada KPI🕰️. Por ejemplo, aumentar la tasa de conversión en un 10% mensual. Recopila los datos 📊de manera constante para realizar un análisis oportuno y tomar acción. Analiza las tendencias 📈y comparaciones con periodos anteriores. Así identificarás mejoras y desvíos. Comparte el reporte 📩periódicamente con tu equipo para que todos estén alineados.