Let's talk about Lead Qualification

Да, это то - что не просто checkbox - а необходимость для профессионального B2B SaaS Sales.

И немного статистики по основным Discovery методам лидов.

S – Ситуация и потребности: Understand the current situation of the prospect. What are their circumstances, challenges, and existing processes? This helps in building context for their needs.

P – Pain: Identify the pain points or problems the prospect is facing. What’s driving their need for a solution? What challenges are preventing them from achieving their goals?

I – Impact: Determine the impact of the pain points on the prospect’s business. How are these challenges affecting their bottom line, efficiency, or growth?

C – Critical Event: Find out if there is a critical event or deadline that motivates the prospect to take action. Is there an urgency or time frame within which they need to solve the problem?

E – Economic Impact: Assess the economic implications of not addressing the issue. What are the financial or operational costs if the problem remains unresolved?

D – Decision Criteria: Understand the decision-making process, who the key stakeholders are, and what criteria the prospect will use to evaluate potential solutions.

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S – Situation: Understand the current situation of the prospect. What are their circumstances, challenges, and existing processes? This helps in building context for their needs.

P – Pain: Identify the pain points or problems the prospect is facing. What’s driving their need for a solution? What challenges are preventing them from achieving their goals?

I – Impact: Determine the impact of the pain points on the prospect’s business. How are these challenges affecting their bottom line, efficiency, or growth?

C – Critical Event: Find out if there is a critical event or deadline that motivates the prospect to take action. Is there an urgency or time frame within which they need to solve the problem?

E – Economic Impact: Assess the economic implications of not addressing the issue. What are the financial or operational costs if the problem remains unresolved?

D – Decision Criteria: Understand the decision-making process, who the key stakeholders are, and what criteria the prospect will use to evaluate potential solutions.

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