Lead Qualification
This term refers to a prospect who has expressed interest in a product or service but has not yet been qualified.
What is a lead?
A salesperson makes this type of call to a potential customer who has not requested a call.
What is a cold call?
This is the process of building relationships with potential buyers who are not yet ready to make a purchase.
What is lead nurturing?
Before making a sales call, a salesperson should review a prospect's LinkedIn profile to find this information about their professional background.
What is job title?
The I in Idea Strategy Stands for this.
What is Identify?
This is the process of determining if a lead has the potential to become a paying customer.
This is the most common form of initial outreach for modern salespeople, often used to introduce themselves and set up a meeting.
What is email?
This type of email sequence is often used to keep a lead engaged with a series of educational or promotional messages over time.
What is a drip campaign?
OrthoFi calls their complimentary benchmarking analysis this
What is the SPA Analysis?
In this step of the IDEA strategy it involves connecting the dots between the customer’s needs and the features and benefits of our solutions.
What is Develop?
A lead is often considered this, meaning they are ready to be contacted by a sales representative, after they have reached a certain level of engagement.
What is Sales Ready?
This is the number of attempts a salesperson should make to contact a lead before giving up, according to many sales experts.
What is 6 to 8?
After an initial conversation, a salesperson should send a follow-up email that includes a summary of the discussion and this.
What is a clear call to action (CTA) or next step?
This involves looking for recent news articles, press releases, or company announcements about the prospect's business.
What is researching the practice?
Guiding the Customer toward a decision.
What is Ask for Action?
A lead that has 50 or fewer ortho starts
What is Non-ICP?
When a prospect responds positively to an initial message, this is the name for the exchange of communication that follows.
What is a conversation or dialogue?
This sales tool, often a free trial or a demonstration, helps a prospect experience the value of a product firsthand.
What is a product demo? (Will also accept Pilot)
In this step you present the developed solution clearly and concisely.
What is Explain?
When a lead has opened emails, visited your website, and attended webinars.
What is lead engagement?
The first few seconds of a sales call are crucial for establishing this, which is a sense of trust with the prospect.
What is rapport?
This is a term for a prospect who has gone silent after a series of follow-up attempts.
What is "ghosting"?
When a salesperson references something specific they saw on a prospect's social media or company website, they are using this technique.
What is personalization?
Actively listening to the practice needs to uncover their pain points.
What is Identify?