Establishing the qualification criteria Going back to our What should my tech company example, we need to understand how to gather the information needed to establish whether a lead is on the ICP. Let’s go to the hypothetical ICP: Small-medium-sized company : annual revenues between BRL 5 million and BRL 90 million or with between 100 and 500 employees Field of activity : logistics Business maturity an active company seeking to become professional or a new company, but the founders already have extensive experience in the field Internal structure they have at least 1 internal person responsible for technical support to users Technologies : currently do not use ERP software.

Good language

Use X, Y or Z system and seek cost reduction need integration with platform A, B or C Lead authority  C-level, IT manager or purchasing department We have very clear criteria, now the challenge begins: how to collect this information in an easy way? Collecting lead information Here comes the main advantage of the concept of MQL and SQL. Some basic information may be requested from leads when registering, downloading material Bulgaria WhatsApp Number List or even requesting a quote. Data such as title, industry and number of employees are already a great initial filter. The lead that meets these criteria earns marketing-qualified lead status. That is, it became an MQL . If a lead contacts you and is outside the agreed criteria, it can be automatically discarded. Thus keeping your lead base healthy and segmented.

Services and products

On the other hand, those that meet the basic criteria should be sent directly to the CRM. They can even be distribut among sellers. For example, a C-level from a large company can be forward directly to the commercial director while the others go through pre-sales. So far I’ve talk about marketing and sales, but an important piece has emerg here the pre-salesperson. See your role below. Defining a lead qualification process I understand that USA Person you may have already been discourage and found everything very complicate. But the benefits of a structure qualification process are enormous. Increase productivity of the sales team avoiding wasting salespeople’s time with unqualifie leads Optimization of marketing budgets.