How does the lead make decisions?

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One of the biggest mistakes you can make is not starting the collection process early on in your interactions. Doing so means you’re left scrambling to catch up later… which means lost opportunities and a slower sales process. So, first things first—create a list of questions that’ll help with lead qualification. Ideally, these questions should align with your chosen qualification framework. For instance, if you’re using MEDDIC, ask about their pain points, decision criteria, etc. But how do you get this info without overwhelming your leads? There are a few potential methods, but our favorite is using multi-step forms.

Multi-step forms have a few major benefits. First, they boost completion rates by breaking down forms into sections. One of our customers was able to double the number of fields in their forms after switching to Growform new zealand phone number list without hurting completion rates. Plus, a flexible no-code form builder like Growform allows you to dynamically show questions based on a visitor’s previous answers, integrate with marketing automation tools and CRMs, get creative with question and response types, and more. Backed by years of UX research and psychological principles (like the sunk-cost fallacy), our forms guarantee incredible completion rates.

This means leads will happily provide all the info you need for effective qualification—no arm-twisting or pestering required. Align Your Marketing and Sales Teams Your marketing team attracts leads and gives them an initial qualifying check. Then, your sales team completes the final qualification and handles direct customer interactions. Clearly, both teams need to be on the same page to get the best lead qualification results… but this isn’t always easy. The biggest issue here it that it’s easy for sales and marketing teams to develop different ideas of what constitutes a “good” lead. There are all kinds of scenarios where segments that are highly engaged with marketing materials convert terribly (or not at all) when sales teams get to them.