Sales opportunity is another step in lead qualification process. Once the Lead becomes Marketing qualified lead it is passed to the sales team. Next, sales team begins its own lead qualification process. Usually this requires direct contact with the lead and acquiring as more information about the prospect.
Based on all that information the sales team decides if this particular lead represents opportunity of becoming a customer or not. If no the lead will be declined and left for further Lead nurturing until they will become once again sales ready. If yes, then the sales team marks this lead as sales ready.
Typical qualifying questions are based on the BANT approach:
- Budget: does the prospect have enough money to buy the services?
- Authority: who’s the decision maker in the prospect’s organization?
- Need: does your product or service meet the prospect’s need
- Timescale: does your prospect have a specific time when they wish to proceed with the project?