How to Identify Sales Ready Leads

Nik Sproal:

Hi guys! Welcome to the Social Garden First Home Buyer Series! Today, Erica and I will be talking about the intent stage. Welcome, Erica!

Erica Sachse:



Erica, who is at the intent stage?


Someone who’s made a decision and is ready to engage with sales.


Okay, great. So based on that, what are your top three tips for sales and marketing teams to make the most of this stage.


Narrow the consideration set, identify sales qualified leads, and solution sell.


Fantastic. So, what do you mean by “narrow the consideration set”?


So, we want to help prospects build a pros and cons list and then use something like a value ranking tool in order to determine how important each of those criteria are.


And why is that important?


Because it supports some in making the decision, in order to get them closer to deposit.


Great! Okay, so with your second point about identifying sales qualified leads, what are we talking about here?


We can identify sales qualified leads in two ways. One is through Intent Markers, so that’s if someone requests a call back off of an email. Or Content Markers, that’s when a prospect reaches a high lead score based on the content that they’re interacting with.


And that could be, say on their website or via an eDM?




Fantastic. So lastly, solutions selling. What are we talking about here?


This is around product/market fit. You want to support the prospect in identifying your product as meeting their needs.


And is this the right time to get into the detail?


Absolutely! This is a very educated prospect at this point. So, you’re able to talk to them about the details like lot size, lot frontage and price.

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