There is a hard truth when expanding your IT services globally: 80% of your sales team’s time is probably wasted on the wrong prospects. One game-changing step? Mastering lead qualification.
Here’s The 4-Step Lead Qualification Framework to stop wasting time and start targeting buyers who are ready to pay.
1. Is This Lead in Your ICP?
You must have a clear Ideal Client Profile (ICP). What’s their industry? Company size? Region? If you’re in IT Outsourcing to Vietnam, for example, you might focus on midsize European software firms seeking nearshore support. No ICP = blindfolded selling.
💡 Pro Tip: Build a client avatar that outlines the exact characteristics of your best buyers.
2. Are You Talking to a Decision-Maker?
Use LinkedIn and other public data to verify who you’re speaking to. Are they a CEO, CTO, or Director of Engineering — or just a junior analyst?
If you’re targeting tech companies in Europe and end up talking to a BDR, you’re probably not speaking to the one who signs the check.
3. Is It Even Legal to Work With Them?
One of the most overlooked steps in international expansion: compliance.
Before investing in a lead, consider:
- GDPR and data transfer laws
- Local financial or industry-specific regulations
- Any restrictions on outsourcing (especially relevant if you’re offering Vietnam IT outsourcing services)
Example: A company in the gambling tech sector may be legal to serve in one country, but restricted in another.
4. Can You Really Help Them?
Don’t guess. Go through their website, product, and past work. Are they a match for your service offering and expertise?
If not — move on. Pretending you can “figure it out later” only wastes time and hurts your reputation.
The Takeaway: Your Time Is Precious — Treat It That Way
In global business development, every minute counts. The CEOs who scale fastest are not the ones who hustle hardest — they’re the ones who qualify smarter.
👉 See full episode: here
👉 See the episode How to design ideal client profile: here
👉 See the post “11 golden rules of Lead Generation”: https://evit-org.com/11-golden-rules-of-lead-generation/