This article was featured in the latest edition of RMS News which was published in the summer of 2013.

Consider the following: It can take upwards of 20 attempts to connect with a prospect. Once identified, a prospect’s conversion rate is only 10 to 20 percent, which means out of every 10 prospect leads, only one or two will result in a closed sale. The entire process can result in a significant amount of time for a sales team. The sales team should focus energy on negotiating and developing sales packages for qualified leads.

“We know how much energy is spent finding the right business leads and would like to help reduce the time spent chasing ‘dead’ leads,” said RMS President Mark Dengler.

Through B2B Lead Qualification, RMS QualiSight telesurveyors obtain: the decision-maker’s name; current need level; attractiveness of features a business offers; and competitive information. Ultimately, RMS will help a company rate and rank its prospects, so the sales and marketing staff can pursue prospects most likely to purchase or use a particular product/service.

how to qualify leads

In addition, telesurveyors build a database of prospects, which will allow the sales team to build a relationship with prospects and grow awareness for its products/services. Companies purchasing this service will pay a flat, hourly rate and can determine the total number of hours they want. Once completed surveys have been received, B2B client companies will have a prospect database that can be “drip marketed” to more effectively. Companies will know a prospect’s impression and familiarity with its products/services and can adjust their marketing strategy and messaging appropriately.

In the end, it’s not a good use of a sales representative’s time to do the work necessary to convert a prospect to a qualified lead; instead, let RMS do the busy work. If you are interested in Lead Qualification services offered at Research & Marketing Strategies (RMS), please contact Sandy Baker at or by calling (315) 635-9802.