Say you are a sales rep, who has a “lead” from marketing, either a user that has tried your product or someone who is interested in learning more. The next thing you try to do is determine if the lead is qualified. Most sales reps have a complex set of questions they ask to determine the quality of a lead and assign a lead score to the user or potential customer.
There are 3 most important elements that dont change from industry to industry.
- Compelling event (Time)
The first three questions a sales person should ask should be for these 3 items:
- Does the customer have a problem that’s so painful that they want it fixed now?
- Does the customer have the budget to solve that problem?
- Does the customer have a time frame they have the solve the problem by?
Lead qualification and scoring systems do a good job of taking answers to these questions and assigning a score to the lead. However, the key is to find ways to get data that automates the process. That’s where Machine Learning and True intelligence helps to decide which data fits the curve.