Since the arrival of the Internet, it is very common for buyers to do their own research and evaluate options before purchasing a product or service. Do you know how to recognize the stage of the purchasing process in which your prospect is?
Unlike that buyer who comes to us and participates actively , he is in a purchasing decision stage, where the challenge is to add value when he has already advanced more than 60% of his purchasing decision .
So what is the role of the seller?
In the inbound sales methodology , the first step is to identify the prospects that are active in the buying process . This does not mean that you should ignore passive prospects, but it is necessary to prioritize the hottest leads within the sales process, and then develop methods to educate them about their problem and your solution, which we call lead nurturing .
When your marketing and sales teams are aligned
Marketing will send sales the leads that are most likely to close, which we call SQL or sales qualified leads .
The role of salespeople remains important, but to save time and resources, it is necessary to recognize which prospects interest you and which do not, finland telemarketing list according to the profile of your ideal client and buyer persona .
How do you know if a prospect is ready to buy?
So how do you know if you’re decoding the hidden whys dealing with a qualified lead? Well, active prospects are those who have started the buyer’s journey . Whether they’ve recently visited your website, filled out a form, buy view like or opened an email.
To do this follow-up, it is essential to have a CRM that helps you monitor the interactions that prospects have and define whether you have the resources to solve their problem or need.
