How to Make your Sales Team Love You

January 21, 2010 at 9:53 AM Leave a comment

Studies show that most sales leads – as many as 70% – are not followed up by sales. That’s an enormous waste of resources.

The problem? The sales team haven’t a clue whether or not leads are any good. Without a way to judge value, they cherry-pick the leads, looking for key companies that might have potential. The rest they chuck out.

And why shouldn’t they? Most leads rely too much on the customer’s self-qualification. They’re scored based on the question “When do you expect to purchase?” which, upon reflection, isn’t much of a question.

So, what’s the solution? Suppose instead you deliver sales-ready leads — leads which indicate who wants to start a sales conversation with your reps, and what type of problem they’re trying to solve. Those leads will get followed up on – and bring you the love you deserve (at least from your sales team).


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Thompson Morrison

Thompson Morrison

About Thompson

As CEO of FUSE Insight, Thompson Morrison uses powerful new web interviewing technologies to help businesses better align their brand with the needs and aspirations of their customers. Learn more at


"The single most significant strategic strength that an organization can have is not a good strategic plan, but a commitment to strategic listening on the part of every member of the organization." -- Tom Peters



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