Qualify Leads. Prioritize Prospects. Close Faster.

Hi. My name is Amy Milner, and I am the executive vice president of marketing and sales enablement here at Abstract. Today, we're gonna talk about how you qualify your leads at the end of your sales enablement process. Leading indicators that we use to qualify a lead is first just looking at the information that we have about the company, and that would include, can we find a work email address? Do they have a working website? And then, typically, we're trying to do research before we speak with them to qualify on what revenue the company has done in the previous year. To choose a revenue qualifier, you're looking at what is the price of your product or service service and what are you going to need that company to be able to do in their revenue to be able to afford your service on a usually recurring basis. So some red flags that you typically wanna look for, in a website is just how has it been developed. You can definitely tell the quality of a website and what a company might potentially be putting into their website. Another red flag would be looking at who the decision maker maker is. We always need to make sure before we call to verify the lead that we have ultimately found the best decision maker upfront before we decide to call it and verify the lead, or you're just gonna be starting from square one with finding the right decision maker. Here at Abstract, we have people who set the appointments for our sales team, and then we have an entire team of salespeople that focus just on the selling. The reason that we found that this is effective is we've been able to produce a higher volume of appointments by having a team and then letting our sellers do what they do best, which is focusing on closing the deal and moving the appointments down the pipeline. We've been able to have higher target growth goals because of this by having an entire dedicated team that's just in charge of the front process of the lead qualification and getting that appointment set for our sales team. Typical rule of thumb when scheduling an appointment is to not go beyond five business days. Reason for that is just show rate is going to lower exponentially day by day the further that you set it out. Here at Abstract on our team, we really try to focus within next day or within two days at maximum. Because of that, we're able to increase urgency for the reason why we're meeting, and we're able to keep it top of mind and ensure that while we're ending the appointment call, that the actual calendar invite lands in the prospect's inbox, we verify that, and then we're able to just create more urgency for that person to show up within the next two days. If, appointment or an interested prospect comes in via an inbound channel, for example, email, LinkedIn, or digital, front of that prospect within no less than five minutes. You're wanting to make that call and at least get a voice mail out or ultimately, hopefully, connect with the prospect right then when they've already been opened up to the idea of having a meeting so that then you can further the conversation, get the appointment closed. I'd like to say speed delete here and ensuring that we are getting in touch with prospects. It also enhances customer service, in my opinion, that we're getting in front of these prospects as soon as they show any interest or need. No shows are going to happen. It's inevitable. The best way that I believe to handle no shows is to be in front of the no shows before they happen, and that's with a really good, follow-up and confirmation process before the appointment takes place. So we have a very set confirmation process in place, and it really starts with while your lead qualifying to ensure that the invite gets across to the prospect during the appointment call. Deliverability can mess show rate up at any point in time, so just ensuring that that invite lands in someone's inbox is the first step. Confirm they have it, then you can get an acceptance right there. If you don't get an acceptance prospect is in a rush, then you need to ensure that you follow-up the next day and push again to get an acceptance on the invite. Decision makers, especially high level decision makers, live by their calendars. And if they don't have an accepted invite on their accepted invite on their inbox, they most likely are not gonna show up to your meeting. So ensure you get the acceptance. And then day of, we follow a practice of forwarding the invites very first thing in the morning. So it's the top thing in a decision maker's inbox and pops right up to the top. It reminds them again. And then the last step that we follow here is we do a live connect process where we actually call the prospect five minutes before the meeting to once again ensure that they have the Zoom link to the meeting and then help them if they have any technical difficulties and guide them onto the meeting, ensure a proper handoff to our sales reps. Abstract has perfected the omnichannel experience, and we would love to share this with you and also just be a resource as you're diving into this yourself.