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
No comments:
Post a Comment