How to create questions to qualify leads using Bitrix24

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Companies that sell their products or services to other companies, that is, B2B, and have a more complex or consultative sale that requires a diagnosis or personalized service, know the importance of not wasting their salespeople's time.

Sales teams that offer solutions with a slightly longer sales cycle, several negotiation phases, or even work with a higher average ticket, need to optimize time with customers within the ideal profile to purchase their product/service.

Having a lot of leads is not synonymous with having a lot of sales. There is no point in having thousands of contacts in your database and filling your CRM with leads that are not qualified.

For a contact to be considered an opportunity and thus be sent to the sales department in an intelligent way to close the sale, the lead must be in accordance with your ICP.

In this article, we will teach you how to define good questions for you to qualify in Bitrix24 , and thus send your salespeople the contacts with the greatest potential to become customers of your business.

Why use a CRM to qualify leads?
Not every lead is ready to buy your product or service, wants to talk to a salesperson, or has the right profile for your business.

A well-built sales process uses a CRM fed with qualified leads that come from marketing.

This makes the sales team much more productive and increases sales, as they only work with contacts who are more ready to buy.

>> Read also: Lead qualification: how not to waste your sales team's time

A lead should only go to the CRM when it is qualified to be approached vietnam telemarketing data by sales, whether they are SDRs (pre-sales) or directly to sales, depending on your business strategy.

At this stage, it is important to identify the pain points, problems, desires and relevant information to identify whether the lead fits with your business's ICP.

When we have greater control over the leads generated, nurtured and qualified, CRM becomes an optimized tool to focus on the most important thing: transforming opportunities into sales.

In addition to having greater clarity about which contacts to prioritize, the salesperson will have greater control over the sales funnel and follow-up tasks. This means that managers will have greater assertiveness when analyzing important metrics and data.

Important: If your business does not yet have an Ideal Customer Profile (ICP) and you do not know how to define it, we suggest reading the article below, where we talk about the topic:

>> How to define ICP to improve the productivity of marketing and sales teams

Next, we will show you in practice how to use Bitrix24.CRM as a tool to qualify your leads.

Image with a blue background, written Best CRMs on the market: a comparison to help you choose yours. In the image there is a computer with the Bitrix24 screen.

Qualifying leads in Bitrix24.CRM
Converting leads into customers shows the quality of your marketing and sales team's efforts, and reveals which actions bring the most results.

Having this management within Bitrix24.CRM will facilitate your sales process with more accurate reports and analyses when monitoring stages of your funnel and sales conversion.

To classify a lead as an opportunity, it needs to answer qualifying questions. Below, you will see some tips for constructing the questions and learn how to create them in Bitrix24.

To get started, access the platform, click on CRM in the menu on the left and then click on Leads.


Source: Br24 test base
The practical examples in this article were taken from the test base we use here at Br24, where we have a structured cadence flow. In this flow, we have a step that we call “Qualified”.

Below, you can see more details about the lead (just click on it) and you will see a section on the left side, where we have the qualification questions.


Source: Br24 test base
Important: To access these edits, you must have CRM administrator permission and thus be able to create the fields.

Here at Br24 we call qualifying questions “filters”. We have a general filter and a second filter, because we can get some information online, without having to contact the lead first.

? Tip: On sites like LinkedIn or websites with public information, we can find out the company size, number of employees, business segment and position of the lead, among other information. We suggest that your company does this research before contacting the lead, so that the first filter questions are already answered.