The fastest and easiest way to boost sales is typically in prospect identification. In other words, what aspects or “behavior” would an ideal business prospect possess?
This behavior could mean past purchasing history, their current use of products and services, or maybe their inclusion in certain niche media sources etc.. What is important is that you and your sales team are using a consistent set of rules to determine who deserves your valuable time. After all time is money, and if that’s true, which it is.. then spend a little time reading this blog post by Brian Carroll Lead Generation Check List
Most sales people give up at the end of the year, only focusing on the prospects that are already in their funnel. This is a huge mistake, and savvy sellers know this. The smartest sales people will target large prospects (sometimes ones they have never even approached before).
They target prospects that have leases on equipment that are 50-57 months old, because these business prospects have the highest probability of entering into a new equipment lease in the next two weeks. As great sales people know, timing is everything, and there really is no better time than now to approach large accounts that will upgrade their equipment to take advantage of section 179 (show them the free calculator). Even with a complicated sale that would typically take months, great sales people can land large accounts in days, at least with proven prospects that will buy now to save thousands.
- Creating Sales Opportunities With Lead Scoring
- Content Mapped to Buying Stages -Powers Nurturing Results
- How to Optimize Lead Nurturing to Pump Up Your Sales Pipeline
This guide contains lots of great diagrams and charts to illustrate all of the major points
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