b2b lead generation

What is a Qualified Lead Opportunity?

Qualified Lead Opportunities for your Business

It’s a question we are asked every day by clients and marketing partners. What exactly do you consider a qualified lead opportunity? Every company is going to have their own spin on it, maybe even add in some interesting phrases and words to bait you with in how their process for determining a qualified lead varies from the rest.

The truth is, Qualified Leads have to be… Qualified!

We use the BANT qualification process at OMAIUSA for all Appointment Setting campaigns to determine if a potential lead opportunity can turn into a Qualified Lead Opportunity.qualified lead

  • Budget – Does the prospect have the budget to purchase your clients product or service?
  • Authority – Is this person the decision maker with authority to purchase the product or service?
  • Need – What are the needs or conditions that have to exist BEFORE the product or service would valuable to a potential customer, and will this offering help?
  • Timing – Does the timing of this purchase or service agreement fall within the timeline of the prospects planning and goals?

Once the BANT is defined for a given prospect, we can then dig deeper and find out if the product or service we are offering is a good fit. Depending on the site and corporate structure we have a variety of steps that we nurture opportunities from a simple RFI (Request for Information) into a Qualified Lead.

Lead Follow-Ups

It’s one of the toughest parts of the relationship between any Marketing company and their clients. The follow-up process. You would be shocked to know just how many times a qualified lead can slip through the cracks because they were sent to a client and then not properly follow up on. It’s a crucial part of the process and if that transition is not smooth the qualified lead cools off and they might look elsewhere or have another offer come to the table before someone has contacted them. Every qualified lead is different and needs to be handled based upon the prospects wants and needs. Keeping track of this and making sure the follow-up is done properly is of the utmost importance.

A quality lead, is a qualified lead.

Author Details
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.
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CEO OMAIUSA
Ray Lichtman received his BS from Rensselaer Polytech in 1966 and his MBA from Columbia University in 1968. After a career spanning 24 years with IBM as a Senior Marketing Representative for new business he formed OMAIUSA and has been the CEO for the last 25 years. Ray is focused on helping technology and consulting firms expand revenue and market share while optimizing staff performance.

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