We all scream for sales

Another year, another sales forecast, another push to get more sales.

I was reading an article – “5 Truths About Lead Qualification – and How CRM Can Help“,
and thinking about how to apply this to my own business.

Don’t get me wrong. I’ve got leads, lot’s of leads. All different kinds of leads, too.
Obviously I’m not going to deal with every one in exactly the same way, but I do want to be thorough.

So, do I have a way of classifying what types of leads I have, and how many of each?
How many curious tire kickers versus the interested, motivated and authorized buyers with a budget set aside already.

Do I have a procedure for dealing effectively with each type of lead?
I mean I don’t want to waste too much time on the tire kicker, but I do want him to go and tell his boss, or his neighbor what a great product I have.

The real question is “what is a _good lead for my company.”

The answer is I need to have an objective way to classify and qualify each of my leads.

Then, even when I’ve seperated the good, qualified leads I have to know when they are ready to buy, their buy cycle. Today, next month or next year. Because I may have a great lead, motivated to buy, who needs 6 months to finish some of his own work first. I don’t want to push him away by pressuring him, but I don’t want to lose track of him either.

Finally, I know I’m not the only one in my organization who is involved in the sales process.
Actually, I know that everyone in my organization is involved in the sales process! So how do I make sure that all the appropriate people are aware of who the qualified leads are, and where they are in their sales cycle?

Sounds like I should be using a customer relationship management (CRM) system, even a simple and inexpensive one, so I can make the most of every one of my sales leads.

And if you think this might help you, drop me a line and I’d be happy to add you to my list.