Can AI Be Used to Prioritize and Qualify Leads?

Yes, using artificial intelligence to prioritize and qualify leads is not only possible but also easy.

In a world with so much information (there’s always something new, and we haven’t even grasped the basics yet), starting with AI might sound a bit overwhelming: How do I begin? Do I need to know programming? Do I need a specialized team? Do I have the necessary resources?

If you’re in that situation, don’t worry. In this article, we’ll explore how AI can help you handle demand at scale as if you had a team of 1,000 humans and how it can improve the efficiency of your Sales and Marketing teams. We’ll also help you understand how to get started and what tools you need.

Ready? Let’s go.

Why Should You Use AI to Qualify Leads?

You might be asking yourself this question, and that’s perfectly fine. In short, artificial intelligence allows you to:

1. Handle all demand at scale, like a human: It’s that simple. You can attend to everyone as if you had a team of 1,000 people. The days of manual attention or using chatbots that never understand what users need are over.
2. Understand ALL your prospects: Know what stage of the buying process they are in, what their needs are, what budget they have, and any other question that could help you better understand the prospect. And again, all this is done with human-like interaction.
3. Direct the most important prospects to your Sales team: We don’t want salespeople talking to users to understand if they qualify or not. We want them selling. Period. Leave that job to AI, which will schedule a meeting or appointment only with those who have the greatest potential for your business.
   

Imagine the following scenario:

• The Marketing team is investing a lot of money in generating leads through campaigns, content creation, and more.
• The Sales team receives between 2,000 and 3,000 potential leads per month.
  

Here’s the crux of the matter. Handling 2,000 to 3,000 potential leads per month is… A LOT. If you have a team of three salespeople, they would have to talk to about 33 people a day to understand if they qualify or not. For those who do qualify, follow-up would be needed. And we all know where things end up when there’s no time and metrics don’t add up.

Now, imagine a world (absolutely possible today) where AI handles all those leads daily and only refers the best prospects to the Sales team:

• Marketing would be happy: All their leads would be attended to, and they would have better visibility of the type of users who are buying/generating interest (because AI allows understanding what type of user it is).
• Sales would be happy: Because they would only focus on selling to those who are truly a fit for the product or service.
• And the company would be better off: Because Marketing understands what they are generating, and Sales only focuses on the most important leads, greatly increasing efficiency and potential improvements.

How to Start Using AI

The million-dollar question. It seems difficult, but it isn’t. However, before embarking on this type of project, it’s important to understand that:

1. You first need to understand your goal: In this case, it could be, for example, improving the conversion rate of leads to meetings.
2. Then, your sales process: How are you currently selling? What should AI do? What should it ask? What should it do that you’re not doing today?
3. Next, your tools: What tools should it integrate with? A CRM? An ERP? Other technology?
4. Finally, what success will look like: If using AI works well… How would that translate? Improving the conversion rate of leads to meetings by X%?
   

Once you have all this, you can move on to the second step, which is understanding the tools you need to execute.

At Patagon AI, we’ve developed a solution that directly addresses this problem. Our platform allows the deployment of AI agents whose sole role is to qualify leads and schedule a meeting/appointment with a salesperson if the prospect has potential.

It’s also possible to integrate CRMs, ERPs, calendars, or any other tool you consider necessary to ensure the agents perform their role in the best possible way.

If you want to learn more about our solution, you can click here or contact Mariano Rey, who will be available to answer all your questions.

In Summary

Today, it’s possible to use artificial intelligence to qualify and prioritize leads. The benefits are numerous: attending to demand at scale like a human, understanding all prospects, directing them to the Sales team if they are sufficiently qualified, and more.

Marketing will have visibility into the demand they are generating (who they are, what they want, why they qualify, why they don’t), allowing better management of their efforts. Sales will be able to focus directly on attending to the highest potential prospects, dedicating time to those with the greatest likelihood of closing a sale.

Those who do not adopt this technology will simply continue to face the same old problems and will see how those who do include it in their sales process provide a better experience to their users and achieve better results.