February 05, 2009

A Common Sales Language

What is the difference between a prospect and a lead? Is an opportunity with an 80% likelihood, twice as likely as one with a 40% rating?

When one person talks miles and another talks of kilometers it can get confusing. This is exactly what happens when discussing the sales pipeline.

Most companies lack a common language, or scoring system in respect of leads, prospects, opportunities and accounts. This reduces the level of sales visibility, predictability and control.

No comments: