February 05, 2009

Sales Pre-qualification 101

Managers want to make sure that their sales teams are chasing the right deals. But, what classifies a good lead? What criteria must be met for sales appointments to be made? When are the proposals to be written? 

An increased level of pre-qualification generally requires:

·         Screening, sorting and pre-qualifying leads

·         Nurturing leads offering longer term potential until ready

·         Confirmation of budget, authority, timing and need (BANT)

·         Purged databases and prospect lists

·         Optimised lead generation & opportunity management.

 ·        Customer relationship management

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