B2B lead qualification is the process where salespeople, usually outbound or inbound
sales representatives, determine if the lead or prospect
is a good fit for your product or service.
By doing this early on in the sales funnel
, salespeople can narrow their focus to the possibilities in their pipeline that have higher chances of converting.
For outbound salespeople, this can happen when building their contact list based on the ideal customer profile
. Because they are targeting specifically and have control of the process from the get-go, it is much easier for them to qualify early via tools like LinkedIn Sales Navigator.
They then begin the prospecting process via cold calling
, cold emailing
, and other sales channels
, such as LinkedIn
For inbound sales teams, a good idea is to have your lead-generating form on your landing page
be fairly exhaustive. A good example is this form by SalesPipe because there is lots of information to help inbound sales reps know if it is a realistic prospect.
For instance, employee size indicates whether the company would need and be interested in purchasing your product or service.
But sometimes, to increase lead generation, companies may decide on a more minimalistic approach to building inbound leads
. This means sometimes, sales teams for inbound may only have an email to go on.
These can sometimes be easy to figure out: if several forms with the same email address with little variation are coming in, or when you add them to your newsletters, the email is nonexistent, you can then tell they are not qualified leads.