Sales Strategy: How To Identify Qualified Leads?

Sales Strategy: How To Identify Qualified Leads?

Identifying qualified leads is a fundamental task that can make a difference in having an efficient sales strategy. That’s because many companies need to identify those who are interested and have the potential to become customers or those who are just curious and want to know more about their solutions.

It’s perfectly normal for people who are not interested in buying or hiring your company to end up contacting your team or among your email and phone lists.

Knowing how to differentiate these situations is essential so that the team can save time and energy, which needs to stop its activities from getting in touch with those who will not bring the return to the company. In addition, it is also a massive waste of investment.

In this article, we’ll discuss how your team can define and identify qualified leads to contact and increase the number of closed deals.

What Are Qualified Leads?

First, what is considered qualified leads? A qualified lead is a potential customer with all the requirements to negotiate with your company and purchase your product or service.

Only some people who access your website or provide contact information for the company are qualified leads, which is why knowing how to identify is essential. 

Qualified leads demonstrate purchase intent, in addition to having the budgetary capacity required for your solutions, and have a strong tendency to close a deal with your company. It is essential to define the qualified lead to apply sales strategies best.

How To Define Qualified Leads?

Now that we’ve talked about what qualified leads are, let’s understand what we can use to define them and know if they are ideal for your company.

Lead Profile

The first thing that must be observed is the profile of the lead. The lead is that user who arrives at your company. However, he is not necessarily interested in purchasing your product or service; he may need to fit the profile of customers that the company has.

Therefore, it is necessary to cross-reference the information this lead offers to your company through the forms with the knowledge of an ideal client. In this way, it is possible to perform an initial selection, removing those leads that do not have a profile for your company, saving your sales team time and energy.

Buy Intention

Knowing whether or not the leader intends to close a deal with your company is fundamental; after all, nobody wants to dedicate hours of work for a long time to something that will have no return.

That is, it is also necessary to know if there is a purchase intention on the part of that lead. Obtaining this information is possible during the nurturing of this contact, using business strategies to carry out this brief survey and understand this person’s interest in your company.

Decision Power In The Company

Who is this lead within the company he works for? Does he have enough influence to decide whether or not the purchase can be made? Or can he put you in contact with those who have that decision-making power?

These are all questions that must be asked to understand better who this lead is and whether or not he is qualified. Knowing this information can save a lot of wasted time that could be directed to negotiating with a person who can close a deal with the company.


Another critical factor when recognizing qualified leads is the company’s budget to invest in its solutions. This is a delicate situation because you will often find people with the ideal customer profile, the intention to purchase, and the power for that decision but who need more money.

In these situations, it is necessary to change the focus, to continue nurturing the lead, but with news and information about the company and not to close a deal, as it is unlikely to have a return.

Moment Of Purchase

Finally, a characteristic that must be identified to classify qualified leads is the time when these leads are found. Each authority may be at a different time, which calls for different strategies and nutrition flows until they are ready to close a deal with your company.

Also Read: Nine Reasons To Invest In BI – Business Intelligence