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Glossary

Glossary

Sales

Pre-qualify Lead

Pre-qualifying leads is an important step in the sales process as it helps sales representatives to determine which leads are worth pursuing and which are not.

Review the customer's budget

Determine whether the customer's budget aligns with the cost of your software. If the customer is not able to afford your product, it may not be worth pursuing the lead.

Timeline

Understand when the customer is looking to make a purchase. If they are not ready to buy in the near term, then spending resources on pursuing the lead might not make sense.

Identify the customer's needs

Understand the customer's specific needs and determine whether your software is a good fit for those needs. If the customer is looking for a solution your software does not provide, it may not be worth pursuing the lead.

Review decision maker

Identify who the decision maker is and understand their role in the buying process. If the lead is not the decision maker, try to understand what are the decision-making criteria that are important for the lead to push for your product to the manager.

Research the customer's business

Understand the customer's business and the industry they operate in. This will give you a better understanding of their needs and how your software can benefit them.

Ask the right questions

When communicating with the lead, ask them questions that will help you understand their needs, budget, and timeline. This will help you to determine whether there is a good fit between your software and the customer's needs.

Use a qualifying scorecard

Some organisations use a qualifying scorecard to evaluate leads. This tool helps you identify which leads are most likely to convert into sales based on a set of pre-determined criteria.

Pre-qualifying leads can help you focus your sales efforts on the most promising leads, increasing the chances of closing a deal and saving time and resources.

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