How to Make your Sales Team Love You
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).