Qualification: Qualify your Sales Leads with MANIAC-T

In Lead Management by JimBarker22

If you’re looking for a new way to invigorate your qualification process for new prospective clients, your business is bound to benefit from the MANIAC-T method of qualifying sales leads. While it may sound a little strange, MANIAC-T is an acronym that boils down the entire process for qualified opportunities into something manageable that is easy for your sales team to remember. You can easily integrate the entire process for a much better and higher return on investment with each and every qualified lead. This approach to better qualified sales can be used effectively by small to medium businesses; it isn’t just for big companies.

Discovering new client opportunities (leads) that are actually “high quality” and more likely to buy the service or product you’re selling is a kind of art form. It takes a lot of time and effort to find high quality leads, because you have to constantly try out new and different types of marketing campaigns and efforts to find out what works. This is where MANIAC-T comes into play; you can make the most of your time by knowing exactly which leads will be the best fit for your company.

As mentioned before, each letter of MANIAC-T represents one of seven steps in the qualification process. Here is a brief description of each letter:

  1. M – Money. Does the money align just right between you and the prospective client? If not, then things are more than likely not going to go smoothly in the future. Everyone has their own budget limitations and they need to be met.
  2. A – Applications. What types of applications are being utilized and how they can be even more effective?
  3. N – Need. Much like pain points in sales and marketing, a need is a requirement for a qualified opportunity. Otherwise, they won’t be interested in what you’re selling.
  4. I – Impending Event. Does the prospective client have an upcoming event that is urgent or pressing that could affect anything important right now? If so, it will need to be addressed immediately.
  5. A – Authority. Who all will be involved in the decision-making process?  Who makes the ultimate decision with the prospective client?  How can you make sure you’re involved and considered by the person signing off?
  6. C – Competition. Who are the competitors? This is an all-encompassing aspect that can even include not acting fast enough as a type of competitor, too.
  7. T – Timeline. Establishing a timeline everyone can agree upon is a crucial part of the process, so that each side has realistic expectations.

Each letter works together to create a smoothly running qualification process for any business, sales, or marketing professional. You need to achieve all aspects of the MANIAC-T process for the prospective client to be the perfect fit, but that can be attained quite easily once you get comfortable with the process and how it can apply to your sales and marketing efforts.

Stay tuned to our blog for the rest of our MANIAC-T series!

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