B2b Leads: How to Qualify Using Business Intelligence?

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How many B2B leads does your sales team handle that end up not generating any return? Is it increasingly difficult to reach sales targets?

Discover how you can optimize your company's results through B2B lead qualification. It could be the solution you need to optimize time, strategies and generate sales results.

What is qualifying b2b Leads?
Qualifying B2B leads involves defining your ideal customer profile based on a few requirements. This profile can be used for both marketing and sales.

Therefore, it is important for qualification to define the right time to approach this lead. This way, the sales team will only work with people who already have some knowledge about your product or service.

Best of all? You can do this automatically. From now on, follow the step-by-step guide to qualify B2B leads and optimize your team's sales efforts!

Defining your ideal b2b Leads profile
At this point, it may seem very obvious to say that we must rcs data asia define who the ideal customer is to invest in sales, however, not everyone does so.

First of all, when you study your sales funnel, you will see that there are customers who closed sales and people who gave up halfway through. You should look at both profiles.

Analyzing customers who purchased
First, look at the customers who went through your sales funnel and purchased your product , ask yourself:

What company do you work for?
What position do you hold?
What is your level of knowledge about the market and the product?
Above all, understand which factors are most important for the sales process. From there, start to cross-reference this data to find a common profile among your customers.

Also, take a look at what reasons people buy your product. This information is essential to understanding the behavior of your leads. Not to mention that you may also discover that you reach other market niches that you never imagined!

In addition, understanding the reasons that bring satisfaction or dissatisfaction with your product or service can bring a wealth of ideas.

Analyzing customers who did not purchase
In the same way, we need to evaluate B2B leads that did not close a deal . We need to observe at what point in the sales funnel the lead gave up on the purchase. This way, it is possible to build a profile of a lead that is not a potential customer.

This way, when investigating whether a sales stage is causing many dropouts, you can then discuss strategies to improve this stage or whether these leads are really not capable of making a purchase.

Therefore, note that the above rule still applies: know the company, its size, and the position it holds, and you will know that this profile does not fit. This way, you will be able to prioritize the clients that best fit your ideal profile. This way, you will not invest time where it does not generate positive results.

How to qualify B2B leads automatically?
Your lead's profile and the relationship you have with them are fundamental factors when qualifying them. The timing of the approach is also crucial to achieving success in your sales strategy.

Therefore, when you build automated processes, it is important to evaluate the number of leads your team will receive. For example, for companies with a high demand for leads, automating the qualification process increases team productivity. On the other hand, for small businesses, qualification can be done manually.

This system allows you to define a score for the actions taken by the lead and how many points each one is worth. Once the lead reaches the expected score, it is ready to be forwarded to the sales team.

Considering this, the sales team will only approach the lead after they read the article explaining a product or open the newsletter about the store's news.

This way, it is possible to invest only in people who are engaged with the brand and who already have some knowledge about the product. In addition, it is possible to assign a score to the lead based on the stage of the funnel in which they are, taking into account their level of immersion in the subject.

On the other hand, if the lead already has enough knowledge to purchase the product, it is not necessary to go through all the stages of the sales funnel. The tool can be automated to send them directly to the bottom of the funnel and to the sales team.

How to strengthen relationships with leads?
Above all, a good relationship with your leads must go beyond simply sending out newsletters. To understand the lead's needs at the time of conversion, it is important to work internally on a strategy for the moment of contact.

With this in mind, to improve your relationship, you need to divide your leads into two groups: SQL and MQL. SQL are Sales Qualified Leads who have shown clear interest. MQLs, Marketing Qualified Leads, are qualified leads who are interested in marketing content, but not necessarily in buying something.

For each profile, different approaches are needed to avoid disrupting processes and ensuring the loyalty of these leads.

As a result, SQLs, leads with a clear interest, will receive a commercial approach. MQLs who are simply looking to continue their relationship with your company at a future date can follow a nurturing funnel.

How to do impeccable active B2B lead prospecting?
Once you have sent the leads most likely to purchase your product or service to the sales team, it is essential to define strategies to ensure success in the approach.

In other words, an effective way is to define the contact cadence for each lead profile, establishing which arguments to use and how to build the relationship with that lead.

With well-defined prospecting strategies, your sales efforts will be more effective and achieving goals will become much easier.

How to analyze the qualification of B2B leads?
To get better qualified leads, it is essential to receive feedback on this qualification. With this information, you will know if you are on the right track, or what improvements you can implement.

The number of MQL, SQL, conversion rates, among others, and crossing the data from both teams is crucial to verify where the flow is working and where improvements are needed.