{"id":6505,"date":"2014-02-02T01:54:35","date_gmt":"2014-02-02T01:54:35","guid":{"rendered":"http:\/\/www.optimumresourcegroup.co.uk\/?page_id=6505"},"modified":"2022-07-27T10:15:22","modified_gmt":"2022-07-27T09:15:22","slug":"sales-lead-qualification-and-lead-scoring","status":"publish","type":"page","link":"https:\/\/www.salesaccelerant.co.uk\/lead-generation\/sales-lead-qualification-and-lead-scoring\/","title":{"rendered":"Sales Lead Qualification And Lead Scoring"},"content":{"rendered":"[vc_row type=”full_width_content” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” bottom_padding=”8%” text_color=”light” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” advanced_gradient_angle=”0″ overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” gradient_type=”default” shape_type=””][vc_column column_padding=”padding-4-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”left-right” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ background_image=”8739″ background_image_position=”center center” enable_bg_scale=”true” background_image_loading=”default” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” gradient_type=”default”][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all”][vc_column_inner column_padding=”padding-5-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” translate_y=”20%” translate_x=”10%” column_element_spacing=”default” background_color=”#0084b4″ background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” zindex=”100″ advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” gradient_type=”default” offset=”vc_hidden-sm vc_hidden-xs”][nectar_highlighted_text text_color=”#ffffff” style=”text_outline” outline_thickness=”regular” text_outline_color=”#000000″ text=”9vh” custom_font_size=”11vh”]\n

Sales Lead Qualification and Lead Scoring<\/em><\/h2>\n[\/nectar_highlighted_text][vc_column_text]You want to be sure your sales people are spending as much time as possible in front of well qualified prospects, right…?[\/vc_column_text][\/vc_column_inner][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][\/vc_column_inner][\/vc_row_inner][vc_row_inner column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all”][vc_column_inner column_padding=”padding-5-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” translate_y=”50″ translate_x=”-15″ column_element_spacing=”default” background_color=”#0084b4″ background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” zindex=”100″ advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” gradient_type=”default” offset=”vc_hidden-lg vc_hidden-md”][nectar_highlighted_text text_color=”#ffffff” style=”text_outline” outline_thickness=”regular” text_outline_color=”#000000″ text=”9vh” custom_font_size=”6vw”]\n

Sales Lead Qualification and Lead Scoring<\/em><\/h2>\n[\/nectar_highlighted_text][vc_column_text]You want to be sure your sales people are spending as much time as possible in front of well qualified prospects, right…?[\/vc_column_text][\/vc_column_inner][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/2″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” gradient_type=”default” offset=”vc_hidden-lg vc_hidden-md”][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row type=”full_width_content” full_screen_row_position=”middle” column_margin=”default” equal_height=”yes” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” top_padding=”2%” constrain_group_1=”yes” bottom_padding=”2%” top_padding_phone=”15%” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” advanced_gradient_angle=”0″ overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none” gradient_type=”default” shape_type=””][vc_column column_padding=”padding-10-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”left-right” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1\/1″ tablet_width_inherit=”default” tablet_text_alignment=”default” phone_text_alignment=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid” gradient_type=”default”][vc_row_inner equal_height=”yes” content_placement=”middle” column_margin=”40px” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” text_align=”left” row_position=”default” row_position_tablet=”inherit” row_position_phone=”inherit” overflow=”visible” pointer_events=”all”][vc_column_inner column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”none” column_link_target=”_self” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”2\/5″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text]\n

So what is Sales Lead Qualification and Lead Scoring?<\/h4>\n

You now have a healthy pipeline of marketing qualified leads, generated from an on-going demand generation campaign, possibly delivered by the Sales Accelerant marketing team. These leads will be coming from your new blog with calls to action (CTAs), email campaigns sharing content, social media content sharing campaigns, surveys, webinars, website visitor tracking activity and more.<\/h4>\n

Now how can you develop the marketing leads into sales qualified leads and score them so that you can focus your prime sales talent on the prospects with the greatest real potential?<\/p>\n

That\u2019s again where we come in.<\/p>\n

Using\u00a0telemarketing<\/a>\u00a0and a series of\u00a0lead generation marketing<\/a>\u00a0tools, we carry out thorough sales lead qualification and lead scoring.<\/p>\n

We\u00a0contact prospects to ask them a series of key qualifier questions, around Budget, Authority, Need and Timescales (BANT), working out what stage they are at for each area, confirming genuine interest in specific products and services and identifying challenges and opportunities in the process.<\/p>\n

We also ask a series of other questions in order to establish not just where a prospect sits, in terms of buying cycle, but also to gather more intelligence about the prospect, the company, the future potential opportunity, the decision making process and much more, all of which is captured in our industry leading CRM system and shared with you.[\/vc_column_text][\/vc_column_inner][vc_column_inner column_padding=”padding-2-percent” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_spacing=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_shadow=”none” column_border_radius=”10px” column_link_target=”_self” advanced_gradient_angle=”0″ gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”3\/5″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”2px” column_border_color=”#0084b4″ column_border_style=”solid” gradient_type=”default”][vc_column_text]\n

What is BANT?<\/h3>\n

BANT is an acronym used to describe four key elements of the sales lead qualification process. In order to establish that a sales lead is qualified, we need to capture information from a prospect relating to 4 key areas. This information is captured during\u00a0all calls\u00a0using our industry leading CRM system.\u00a0Based on the information gathered, we can then profile the prospect, establishing what stage they\u2019re at in the buying process. In other words, is it an early stage lead (e.g. just researching options), or maybe ready to buy?<\/p>\n

What do the letters in BANT stand for?<\/strong><\/h4>\n