Customer Success

Managing the Lead Qualification Process: 3 Tips from John Barrows

August 9, 2012

Lead qualification managers often face significant challenges in addition to the pressure to develop leads into a stronger pipeline and greater brand awareness for their company.

According to John Barrows, Co-owner and Managing Partner of Kensei Partners, there are three keys to overcoming those challenges and managing the lead qualification process effectively.

First and foremost: know your target market. There are always going to be prospects that are better or more likely to close than others, Barrows says in this short video, and it’s the lead qualification manager’s job to make sure the sales team understands what characteristics make leads the most promising. In addition, they also have to know the proper messaging and approach for each, explaining the specific value your product brings not only to each type of company, but also to each type of individual within that company.

For more from John, watch the video, and visit KenseiPartners.com.

Owner

<strong>John Barrows</strong> is the owner of <a href="https://jbarrows.com/">J.Barrows LLC</a>, a providers of customized sales training and consulting services to major corporations like Salesforce.com, Box.com, Linkedin, SAP, and many others around the world. Prior to starting J.Barrows, John was the Director of Sales and Training at Basho Strategies and co-founder of Kensei Partners.