Why Calling Everyone in Your Sales Process a "Lead" is Costing You Sales

By calling everyone in your sales process a “lead” you are losing valuable sights on how to improve which results in fewer sales.  

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Here’s a conversation every owner needs to have with their marketing and sales team which starts with,

“What is the company’s acquisition cost of a client?  Is the trend increasing or decreasing?  And what specifically can be done to improve it?”

If you received vague answers then here’s what the best marketing and sales teams do:

1. Build a sales relationship process recognizing these four stages:
• Target audience - your ideal client based on demographic and psychographic data
• Suspects - those that responded
• Prospects - contacted and engaged
• Leads - qualified for your solution and can make a decision
2. Measure your conversions from target audience to suspects to prospects to leads to customers/clients.
3. Evaluate why people move and/or don't move from stage-to-stage
4. Calculate your acquisition cost at each conversion
5. Make changes in marketing and sales scripts to improve effectiveness and efficiency

Need to improve your sales relationship process?  Let's talk.  I'll offer you a Complementary Sales Assessment.

Call me today:  ph:  972 709 6776 eM:  StephenMarino@ActionCOACH.com  Let's get started...

How to Reduce Sales Cycle 25%...

How familiar is this sales scenario?  After numerous attempts you’ve finally scheduled an appointment with a new prospective customer.  You arrive and after the small talk you’re asked to tell them what you do for them.  Which you eagerly commence your spiel, they look attentive and after 15 minutes they interrupt, indicating they have another meeting to attend.  "Please leave your product brochures," they say and "I’ll get back to you."  

So where do you stand?  Your initial good feeling vanished and left uncertain about follow-up.   Basically, you could have sent a brochure to accomplish the same outcome.  If you’ve experienced this scenario too many times here’s a way to change that.

The salesmans primary objective is to have a prospective customer commit to the next step in the sales process.  Yes, you have objectives to qualify the customer.  But what’s the commitment objective from the customer?  You want them to have that eager want and commitment to have a needs analysis, participation of decision makers and receptivity of a proposal.  Thus your sales process needs specific customer commitments made all along the way.  The benefit is sales productivity.  

Here’s how to focus your sales process by having specific commitments from the customer:

If you're seeking to reduce your sales cycle significantly then let's have the discussion that will make you more productive.  This is one of the things ActionCOACH's do...improve sales and productivity.  

Call me, I'll help you.  Ph:  972 709 6776 or eM:  StephenMarino@ActionCOACH.com