| iv id="body"> | | | | jump on a lead given to them by the marketing |
| This time of year many business people are looking | | | | department. There is an inherent problem with |
| ahead to next year with optimism and determination | | | | measuring both the marketing and sales departments |
| to make record revenue targets. It's as if by turning | | | | by numbers. Marketing needs to justify its existence |
| the calendar from December to January somehow all | | | | so any old person that fills out a web form or |
| things will be great and obstacles that seem too big | | | | responds to an ad gets tagged as a lead. And sales |
| this year will magically disappear. Well if this year | | | | needs to justify the number of calls, appointments |
| didn't quite match up to the expectations, intentions | | | | etc. so they are constantly trying to close. Both |
| and well wishes for a great 2005, here are 5 tips that | | | | departments don't determine the stage of the buying |
| will help you develop opportunities for your sales | | | | cycle that the prospect is at until it's too late. Both |
| force. | | | | departments lose - marketing really didn't have a hot |
| Define the meaning of the word "lead". Take your | | | | lead as the reps thought, and sales gets discouraged |
| best sales reps and clearly define the definition of a | | | | because they want ready and willing buyers right |
| qualified lead. What types of companies should you | | | | now.o Make sure your lead is a decision maker or |
| go after? Who should your sales team be making | | | | strong influencer.o The budget is available or the |
| appointments with? Should you target the names by | | | | person can make it available.o Your solution will solve |
| title or function or both? What are their most | | | | their pain.o They have expressed a real interest to |
| common business pains? In other words, make it so | | | | explore a solution to their need right now. |
| that your sales force can pick out a prospect in a | | | | Conduct a task commitment cost/benefit study. |
| line-up if they had to. | | | | Direct selling is costly. Most studies show that |
| Determine the right amount of leads per sales rep. | | | | face-to-face B2B sales calls are in the neighborhood |
| More leads aren't necessarily better. Sales reps have | | | | of $500 or more. That's why most companies make |
| to divide their day into current customer demands, | | | | their highly paid sales team make cold calls. Determine |
| administrative tasks, and prospecting. The more a | | | | if it's in the best interests of your revenues and |
| sales rep is stretched, the less effective they | | | | profits to have this kind of business model. If 90% |
| become. Make sure you create a system that puts | | | | of your revenues come from of a sales rep's |
| the rep in front of only the best prospects so that | | | | face-to-face selling time - 10% of their week is |
| they have more quality time to sell as opposed to | | | | literally asking for the sale - wouldn't you want them |
| following up on dead-end leads that only waste the | | | | spending more quality sales time with their |
| rep's time. | | | | prospects?o What's the best use of the sales rep's |
| Determine your impact message. Time is money and | | | | time?o Who should cold call?o Who should nurture |
| your messages must be developed with the greatest | | | | leads?o Should you create an internal call center or |
| impact for the task at hand. Think about every, yes | | | | hire a Business Process Outsourcing firm?o Will sales |
| every step, in your sales process. Complex sales can | | | | reps blow the sale by always trying to close, close, |
| take a long time to develop. That's why each and | | | | close the prospect during the formative lead nurturing |
| every touch point of the process should be selling | | | | cycle? |
| the next step in your sales process. From | | | | By taking the time to qualify your leads; and assign |
| advertisements, to the web site, from the sales | | | | the appropriate team at each stage of the game, |
| letters down to the first phone call, each one of | | | | you will find your company in a better position to |
| these should have a specific impact message. | | | | catch more prospects at the time that they want to |
| Qualify the lead. Most companies don't qualify the | | | | buy. |
| leads well. That's why after a while most reps don't | | | | |