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B2B Sales Cycle

B2B sales cycle

 

Lead Qualification

Detailed Lead Scoring Template

Company Name:XYZ Financial Services
Industry:Finance
Location:London, UK
Company Size (Employees):800
Annual Revenue:$200 million
Website:www.xyzfinancial.com
Contact Person:Emma Thompson
Job Title:Chief Information Officer (CIO)
Contact Details (Email/Phone):[email protected] / +44 20 1234 5678
CriteriaMax PointsDescriptionScoring GuidelinesPoints Awarded
1. Industry Alignment20How well the lead’s industry matches your ideal customer profile.– 20 Points: Exact match with a high-priority industry. 
   – 15 Points: Closely related industry. 
   – 5 Points: Unrelated but potential. 
   – 0 Points: Unrelated. 
2. Company Size (Employees)15Number of employees in the lead’s organization, compared to your target customer size.– 15 Points: Within ideal range. 
   – 10 Points: Slightly above/below ideal. 
   – 5 Points: Outside ideal but viable. 
   – 0 Points: Not viable. 
3. Annual Revenue15Revenue of the lead’s company compared to your ideal customer revenue range.– 15 Points: Within ideal range. 
   – 10 Points: Slightly above/below ideal. 
   – 5 Points: Not disclosed but estimated viable. 
   – 0 Points: Not viable. 
4. Geographic Location10How well the lead’s geographic location aligns with your serviceable regions.– 10 Points: Within primary service region. 
   – 5 Points: Secondary/emerging region. 
   – 0 Points: Outside serviceable regions. 
5. Technology Stack Alignment15How well the lead’s current technology stack aligns with your service offerings.– 15 Points: Strong alignment with specialized technologies. 
   – 10 Points: Partial alignment. 
   – 5 Points: Minimal alignment. 
   – 0 Points: No alignment. 
6. Business Needs & Challenges10How well the lead’s business needs and challenges match your solutions.– 10 Points: Direct need for your services. 
   – 7 Points: Potential need. 
   – 3 Points: Unclear needs. 
   – 0 Points: No identifiable needs. 
7. Decision-Making Authority5The decision-making power of the lead’s contact person within their organization.– 5 Points: Direct decision-maker. 
   – 3 Points: Influencer in the process. 
   – 0 Points: No authority/influence. 
8. Engagement Level5Previous engagement with your company, such as attending webinars, downloading content, etc.– 5 Points: High engagement (multiple interactions). 
   – 3 Points: Moderate engagement. 
   – 0 Points: No engagement. 
9. Budget Potential5Estimated budget availability to purchase your solutions.– 5 Points: Confirmed budget. 
   – 3 Points: Likely budget based on company size/revenue. 
   – 0 Points: No budget or constraints. 
Score RangeLead TypeActionNext Steps
75 – 100Hot LeadImmediate sales engagement
  • Engage senior sales reps.
  • Schedule a discovery call
  • Prepare a customised demo/presentation or proposal, use personalised messaging tailored to their needs.
  • Offer exclusive deals or incentives to close the deal quickly.
50 – 74Warm LeadNurture lead and re-engage in the future.
  • Provide valuable content such as case studies or whitepapers.
  • Establish regular communication through newsletters.
  • Identify and address specific needs or pain points.
  • Invite them to webinars or informational sessions.
  • Re-score after further interactions
0 – 49Cold LeadAdd to long-term nurture campaigns or disqualify.
  • Add to email marketing for long-term nurturing
  • Periodically check-in
  • Re-evaluate lead potential after a set period.
  • Consider re-engagement campaigns with new offers.
  • Consider disqualification if needed
  1. Fill in Lead Information: Gather comprehensive information about the lead, including industry, company size, revenue, and engagement level.
  2. Score the Lead: Use the scoring guidelines for each criterion to assign points based on how well the lead matches your ideal customer profile.
  3. Calculate Total Score: Add up the points awarded for all criteria to get the total score out of 100.
  4. Rank the Lead: Categorize the lead as Hot, Warm, or Cold based on the total score.
  5. Take Action: Based on the lead ranking, determine the next steps (e.g., engage immediately, nurture, or disqualify).

 

Prospect Qualification (BANT- Based)

Detailed Prospect Scoring Template

CriteriaMax PointsDescriptionScoring GuidelinesPoints Awarded
1. Budget Availability25

Does the prospect have a budget allocated or available for your product/service?

  • 25 Points: Budget confirmed and allocated.
  • 15 Points: Likely to allocate a budget.
  • 5 Points: Limited budget.
  • 0 Points: No budget.
 
2. Authority in Decision-Making25Is the contact a decision-maker or key influencer within the buying process?
  • 25 Points:Direct decision-maker.
  • 15 Points: Influencer with direct access to decision-makers.
  • 5 Points: Part of buying committee.
  • 0 Points: No influence.
 
3. Need for Solution20Does the prospect have a clear and immediate need for your product/service?
  • 20 Points:Urgent need, clearly defined problem.
  • 15 Points: Problem identified but timing is flexible.
  • 5 Points: Vague need.
  • 0 Points: No apparent need.
 
4. Buying Timeline20What is the prospect’s expected timeline for making a purchasing decision?
  • 20 Points:Ready to purchase within 1-3 months.
  • 15 Points: Decision expected in 3-6 months.
  • 5 Points: Long-term interest (6+ months).
  • 0 Points: No clear timeline.
 
5. Fit with Product/Service10How well does the prospect’s specific problem fit with the solution you provide?
  • 10 Points:Perfect fit for your solution.
  • 5 Points: Partial fit, but needs tailoring.
  • 0 Points: Poor fit.
 
Score RangeProspect TypeActionNext Steps
80 – 100Qualified Prospect (Hot)Pursue immediately
  • Schedule sales presentation.
  • Deliver proposal
  • Start negotiation process, and push for closing the deal.
60 – 79Engaged Prospect (Warm)Engage and nurture
  • Keep the prospect close and continue nurturing with demos, targeted content and build a strong relationship while waiting for decision-making timeline.
0 – 59Unqualified Prospect (Cold)Low priority
  • Keep on email nurturing list, monitor for changes in behavior or readiness to buy.
  • Continue with nurturing, but don’t spend significant resources on immediate follow-up.

  1. Start with a Hot Lead: Once a lead is qualified as “Hot” through your lead scoring process, switch to the Prospect Qualification (BANT-Based) template.

  2. Gather Information on BANT Criteria:

    • Budget: Ask if they have an allocated budget for your product or service.
    • Authority: Confirm if the contact is the decision-maker or if other stakeholders need to be involved.
    • Need: Clarify the urgency of the problem they need to solve and how it aligns with your solution.
    • Timeline: Determine when they expect to make a purchasing decision (e.g., 1-3 months, 6+ months).

  3. Assign Points for Each BANT Criteria:

    • Use the provided point system for each criterion to score the prospect based on their responses. This will help quantify their buying readiness.
    • Example: Budget has a maximum of 25 points. Assign points based on whether they have a confirmed budget (25), a likely budget (15), or none (0).

  4. Calculate the Total Score: Add up the points from all four BANT criteria (Budget, Authority, Need, and Timeline) to get the total score out of 100.

  5. Interpret the Score:

    • 80 – 100: Qualified Prospect (Hot) – Proceed with urgency, schedule demos, or send a proposal.
    • 60 – 79: Engaged Prospect (Warm) – Continue engagement, nurture with content, and monitor progress.
    • Below 60: Unqualified Prospect (Cold) – Keep nurturing but prioritize other prospects.

  6. Determine Next Steps: Based on the score, move the prospect forward in the sales process or continue nurturing until they are ready to buy.

  7. Document and Review: Record your findings, assign tasks to the team (e.g., schedule meetings, send proposals), and keep monitoring the prospect’s progress.

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