What are the best criteria for a SAL?

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Simply put, SALs help you avoid endlessly walking about in search of your next client. They point the way to untapped sources of income that can help your company expand. When you take the time to cultivate your SALs, you open up a valuable channel for bringing in new clients.

Create a roadmap to guide your sales team to success
This free worksheet will help you create a custom sales kuwait mobile number list process for your business including pipeline stages, key activities for each stage, and more. Download it below.

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We’ve already established that SALs aid in directing your sales team’s efforts into the areas that will yield the highest return on investment (ROI). However, not all prospects that express interest in your business qualify as SALs. How do you determine which leads warrant your sales team’s attention, then?

Well, many businesses employ the budget, authority, need, and timeframe (BANT) method to identify sales-ready prospects. Here’s how it works:

Budget: An ideal SAL has a budget available and can afford to buy from you. Your sales team may occasionally need to assist management with budgetary problems or resource acquisition.
Authority: The SAL has the authority to approve a sale or at least gain the necessary support to close the deal. This problem can arise in any commercial transaction, including business-to-consumer (B2C) and business-to-business (B2B) sales.
Need: The right SAL genuinely needs what you’re offering. They’re likely experiencing a difficulty that your offering can alleviate.
Timeframe: The SAL wants to purchase within a specific period. B2B sales cycles may last six months to a year or more. However, B2C acquisitions are often made in a much shorter time.
Readiness: Your data indicates that the SAL has reached the decision stage of the sales funnel and is ready to make a purchase. The SALs focus on one or two of your products or pricing plans is an indication of readiness.
When everyone involved in the sales process uses the same definition of SAL, you can streamline your sales operations. Your sales team will be more productive if they pursue high-quality leads instead of a broad range of possible customers.