Best Practices for Leads

Step 1: Review the types of lead programs

1. Premium Site Leads- Premium Site Leads are high-intent, low-funnel leads derived from buyers actively researching and comparing products directly on PeerSpot's platform. These leads are considered highly qualified and closest to making a purchase decision.

   1. How Did they Become Leads? 80% of our leads do an A vs B comparison search on Google. They then read reviews about you or your competitors, and click through to download our gated asset- a review’s based Buyer’s Guide.

2. PeerIntent Leads- PeerIntent data reveals companies researching your products or those of your competitors. We harness that data and conduct a highly targeted outreach campaign to your target personas.

   1. How Did they Become Leads?

      1. Single Touch Email Program: Once we’ve determined your Ideal Customer Profile, we reach out via email. Potential leads are then prompted to fill out a landing page form with their business details. Once all the required information is filled in Leads are then able to download the free resource. 

      2. Single Touch BANT / Custom Question Email Programs: Once we’ve determined your Ideal Customer Profile, we reach out via email. potential leads are then prompted to fill out a landing page form with their business details as well as answering BANT questions approved by the vendor. Once all the required information is filled in Leads are then able to download the free resource. 

      3. BANT Tele Qualified Programs: Once we’ve determined your Ideal Customer Profile, we reach out via phone. Once on the phone potential leads are then asked to confirm their business details. Depending on the program they are also required to answer custom/BANT questions. Leads will then be sent the free asset via email to download.

Step 2: Best Practices by Lead Type:

Premium Site Leads:

• 🚨 Act Fast: You are receiving these leads within 30 minutes of their downloading the asset. These leads are very warm, so immediate follow-up (within 24 hours) is crucial.

• 📞 Pick up the Phone: These are hot leads, but not inbound leads. Use a call heavy, aggressive outreach with 10-15 touchpoints. 

• 📖What do they care about: These leads are on a category level. They may have been researching your competitor and not you. Personalize outreach by referencing the categories or vendors they were researching and any additional information sent over from PeerSpot. No need to reference PeerSpot in the conversation, or lead with your solution name. Focus on what they are reading reviews on.

• 💼Focus on their intent, not the title: These leads came to PeerSpot to compare vendors in your space- let their research lead the way and don’t focus on their job title.

• 📊Work the account and not just the lead- look for additional contacts to target on a company level, and include high funnel company focused outreach to engage additional buying committee members.

PeerIntent Leads

• Nurturing: These leads are typically top-of-funnel, so a strong nurture strategy is essential. 

  • Aim for an average of 16 multi channel touchpoints within 2-4 weeks, per prospect. Aim for at least 6 calls, with emails between call attempts. 

• Align content with the topics the leads are researching. 

• Early Engagement:

• Focus on building relationships and establishing your brand as a trusted resource.

• Track engagement with your content to identify leads that are moving further down the funnel.

• Speak about what you know: 

  • Say what your product and team can do: 

    • We've been helping companies like yours achieve remarkable results in [mention their industry or specific area of expertise]. With our tailored software solutions, we've increased productivity by [X]% and delivered cost savings of [Y]% for renowned organizations…

  • Ask a question to engage: 

    • We’ve been consulting with companies on how to make smart decisions when it comes to [insert client technology here].  We have worked with IT and business leaders on addressing challenges like [insert identified challenge].  How do you address that challenge today?

Step 3: Quality Control

Give us feedback as soon as possible!

• Lead Replacement: We can replace leads that meet our rejection criteria within 30 days of receiving them, for the following reasons: Emails bounced/ Lead is on the suppression list/ Incorrect phone numbers or emails/ Duplicate leads/ Requested targeting was not followed/ Outdated information (e.g.: the lead is no longer employed at the company)

• Lead Optimization: When you see success with the leads, that allows us to drill down on the successful lead profiles as the program continues. Consistent feedback will allow us to keep focus on the types of leads you want to see.

• Cadence and Nurture support: Share your outreach sequence with us and we can help suggest tweaks and places to introduce review content for your prospects. 

Step 4: General Sales Tips:

• Rank your Prospects/Accounts: Check to see if an account is already surging in intent and prioritize those prospects. 

• Once connected, you have five seconds to earn five minutes of your prospect’s time. Here are the top openers according to Gong: 

✅ “The reason I’m calling is…” (increases your success rate by 2.1X).

✅ Ask “How are you?” (increases your likelihood of booking a meeting by 3.4X) 

✅ Ask  “How have you been?” (increases success rates by 6.6X).

✅ Use “We” instead of “I” (increases success rates by 35%)

✖️Open with:  “Did I catch you at a bad time” (make you 40% less likely to book a meeting).