To be clear, I’m talking about the automated sales funnels mostly, though it still applies to more traditional methods as well. Here’s how most companies qualify a lead:
- Do they have a problem that our product solves?
- Do they have money to buy it?
Now, consider a software company. Who do you think is more likely to buy software to solve their problem, a guy who asked the receptionist to print out the white paper on it, or the guy who heard about the software on a podcast?
They may both have a problem, and both have money, but one is currently leveraging technology in all aspects of their life and one isn’t. Capturing these sorts of nuances in your sales funnel is important.