TABLE OF CONTENTS These are the new leads. These are the Glengarry leads. And to you they're gold.
Glengarry Glen Ross, David Mamet
Comprehend the concept of lead quality as it relates to your solution.
Learn how to maximize the effectiveness of your sales team during lead qualification by integrating common activities.
Understand the different roles and motivations in the lead qualification process.
Recognize differences between different types of qualification processes based on various methods of acquiring leads.
A solid lead is worth more than gold, and too many bad leads can cost you your job. Lead qualification is the process by which the sales team will try to make the initial evaluation about whether or not you are likely to succeed. An irony of the sales process is that the least experienced member of the sales team, the telemarketer, usually handles lead qualification. The telemarketer will evaluate the lead and give it a ranking based on the customer's likelihood of purchasing the product, but not necessarily from your company.
If this is someone else's job, why do you need to know about the process? Many SCs adopt this attitude. Unless you already have the support of experienced sales staff, this inattentiveness will result in wasted time and a poor win rate, as attested to by the case below.
Our sales team spent more than 18 months working with a French apparel manufacturer trying to land...
