No one wants to turn down an opportunity, but choosing the right one will be a more efficient use of time and energy, rather than trying to convert all the leads.
Have you heard about an old Russian proverb that goes like this “if you chase two rabbits, you’ll catch neither”? This proverb aptly describes sales representatives who sometimes chase several deals simultaneously hoping to convert them without lead qualification. Pursuing a lead is the mark of a good sales representation, while knowing when to stop the pursuit is the mark of an extraordinary sales representative.
While everyone is keen to talk about successful sales stories, not many want to talk about failures. Although sales representatives have to forgo deals on a daily basis, they find it hard to give up on leads. It is disheartening to know that the time, money and effort invested into a deal will not bear fruit. However, your enterprise can only become better if your sales representatives are able to quickly identify and disqualify leads that don’t make the cut. Only lead qualification can help you achieve this. Continue reading →
Read about 3 crucial lead qualification tips that will enable you to work on the right leads and accelerate your closing ratios.
It’s time to work smarter and not harder when it comes to lead qualification. As it with every passing day, it gets tougher to reach prospective buyers in an active buying cycle.
The ideal way for your sales team to work smarter is to utilize their limited selling time with qualified leads. You can start by trying to understand who your best customers are. Are you already doing a great job with mid-size companies? Do you feel you can find more opportunities in that area? Another thing to keep in mind is to know your buyers. Who pulls the trigger when it is time to buy? Who influences the buying decision? Asking such questions can steer you in the right direction.
How do you prioritize your sales efforts? The answer is lies in lead qualification. Lead qualification is the process of narrowing down a group of prospective buyers to a smaller group who is more likely to buy your products/solutions and become profitable consumers. Continue reading →
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