Sales Lead Processing Strategies

June 16, 2008

Handling Incoming Leads

Are you tired of wasting your time following up on supposed sales leads that turn out to be nothing but a waste of time? Are you tired of Marketing complaining that those hard to get leads are never followed up on? How do you get your marketing department to qualify “leads” before sending them on to you? In this episode Joe and Mike talk about how to revamp your sales lead generation, qualification and follow up process to streamline the process, increase your sales and make more money.

The Seven Criteria For Lead Qualification

Do we understand the recommendation process to make a purchase?
De we have access to the people evolved in the process?
Is there a clearly defined timeframe?
De we understand the compelling need for our product or service? What bad thing happens if they do nothing?
De we understand the authorization process? Who signs the paperwork? Do you need a Purchase Order to get paid?
Have funds been allocated to make this purchase?
Does this lead have similar characteristics to the high quality leads based on our previous experience?

Lead Qualification Procedures for Sales and Marketing

Sales and Marketing need to agree on how to rank order
The lead follow-up process needs to be simple and easy for the sales organization No manual over burdensome process!
Sales Management must agree on the maximum number of sales leads an individual sales person can handle at one time.
You need to have different procedures for special inquiry handling Say a CEO of a company makes an inquiry
Minimize leakage! Sales needs to commit to a standard process and turnaround time for handling a qualified lead with the proper feedback to Marketing
Sales needs to close the loop. You must agree on when a lead is no longer a lead
Sales and Marketing must review the results on a periodic basis

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Listen to this weeks Sales Podcast

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This weeks Master :Mike Brooks , Mr. Inside Sales
With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.

Register for Mike’s Webinar Cold Calling Success

What you will learn:

Most sales reps hate making cold calls (80% usually), but Top 20% producers not only know the most effective ways of making them, but they also know how to avoid, rejection, easily get past gatekeepers, and get to and qualify decision makers. You can learn how, too!

In this webinar, you’ll learn how to successfully cold call, set appointments, and get past the common objections that are blowing off 80% of your competition.

You’ll learn specific skills like:

The Benefits of Using Scripts
How to Eliminate Screening Forever
How to Successfully Deal With Assistants
How to Turn Rejection into Opportunity
How to Use Email to Your Advantage

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Notes:

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
Get Both for only $19.99