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Qualify Your Lead

Description

The aim of this module is to provide the learner with a fundamental understanding of the qualification process, emphasising the significance of lead qualification and equipping them with relevant techniques to effectively qualify leads.

This module will cover:
  • Understanding what we mean by Lead Qualification and identifying the “Right Prospects”.
  • Introducing Lead Scoring and questions for effective qualification.
  • Steps to qualification and a variety of frameworks and models to support this.
On completion of this module, learners will be able to:
  • Recognise the importance of lead qualification.
  • Explain the importance of qualifying a lead.
  • Understand the role of lead scoring and asking the right questions.
  • Describe the different steps in the qualification process.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: AN INTRODUCTION TO QUALIFYING YOUR LEAD
Qualifying Your Lead
What is Lead Qualification?
The Right Prospects
Summary
Knowledge Check

TOPIC 2: LEAD SCORING AND QUESTIONS
Lead Scoring and Questions
Questions in Qualification
Important Questions
Summary
Knowledge Check

TOPIC 3: STEPS TO QUALIFICATION
Steps to Qualification
Use the BANT Framework
CHAMP Framework
SPIN Model
Data Profiles
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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