Question: How can you increase your percentage of closed deals at the end of the prospecting process?
Answer: Start at the front end by properly qualifying the initial prospect.

 

Resources:

• REGISTER for the online course: How to Build a Robust Sales Funnel  (I am mentioning a special coupon code in my podcast. Find it and save 100% of the course fee!)
• Take the first step on the path to finding the Missing Piece to Your Sales Success – click here to sign up for our free mini-course
• Find out more about Alen Mayer’s coaching program to help you succeed in your lead generation activities.
• Ask Alen! Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.

More about the Episode:

There is one initial step necessary prior to defining the perfect sales lead.
Step one requires a thorough understanding of the stages necessary to move a lead from a prospect to a closed deal. We call these pipeline stages and they define where a lead is as it moves through the sales funnel. 
The naming convention for these stages could be as simple or complex as your product or service warrants. If you don’t define these stages, however, then your team will reside in the Tower of Babel; without speaking the same language you won’t be effective in defining and tracking the various stages of the sales pipeline. 

Now that could really mess up your forecasting report!

Here are the two important considerations that are sometimes missed when qualifying a lead:
1. Do you have the right decision-maker?
2. Do they have the budget?

Let me know what you think and what will you change regarding being better in lead qualification. Let me know your favorite strategy or revelation you’ve had about sales in general. I can’t wait to hear from you!

Ask Alen!

Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.