How do you talk about your leads? Are all leads the same—a person expresses interest and they’re just a lead, no matter what?
If that’s the beginning and end of your lead qualification process, then you’re probably not collecting enough data and you’re not doing enough to make sure your customers get through the sales funnel with as little trouble—and as much chance of conversion—as possible.
For starters, you as a company have to ask yourself: Who is your ideal customer? Although they’re all different, what characteristics do they share and how can you monitor them for some specific actions? What actions should they be taking to let you know that they’re moving along—and when are you going to lose them (or when will they get stuck in the sales funnel)? This graphic helps you understand more about the sales funnel and what you can do to improve yours.