Is the lead right for you? Does the company fit your ideal customer profile? Do they have a problem or need that you can solve?
What’s their purchase intent? Are you dealing with a decision-maker with the authority to purchase?
What’s their lead time to purchase? Are they special database planning a purchase immediately, six months from now or a year?
Do they have a budget available? Did they already allocate a budget to solve a problem or meets specific needs?
This initial step is critical. That’s because it’s a matter of quality over quantity. You can’t get enough raw leads to overcome the fact that 80% of new leads never translate into sales. It’s estimated that more than 60% of sales are lost because the leads aren’t qualified before starting the sales process.
After qualifying the lead, the SDR provides a quick overview of the product or service and sets up an appointment for a follow-up call with the sales rep or account executive.
The SDR provides the background information to the sales rep, so when it’s time for the callback, the rep is familiar with the company, knows their pain points and has already considered how best to solve the company’s problem. The SDR introduces the sales rep and recaps the initial call. Thus, the rep is fully prepped and ready to start the sales process.
Getting Started With Soft Transfer
You can outsource this function to a tele-services company. Although most will say they offer highly qualified live transfer, you need to ask the right questions of a service provider to ensure you’re getting what you want:
