A highly qualified lead is everything in the world of sales. All hopes and fears of the sales team are tied to the leads and their volume and viability. Anyone who has worked in or with a sales team knows that without good leads, there isn’t much a sales team can do. A sales team’s job is to convince people in the market to choose their product. Sales people aren’t magicians; they cannot magically make a sale out of a person who isn’t serious about making a purchase.
Many companies make the mistake of giving the task of lead generation to the sales team as well. Asking your sales team to generate the leads is a surefire way to lower your sales. Generating leads is the job of your marketing department – not your sales department. If you truly want your sales figures to grow exponentially you need to give your sales team highly qualified leads-here are some ways to do exactly that!
Manage Your Existing Leads Better With a Database
A proper sales database does wonders for your sales team, and no, an excel file with all the data does not count as a proper database. Having sales figures, trends, and contacts easily viewable makes a world of difference when it comes to business intelligence and making sales. This is especially true for B2B sales where recurring sales are the norm. It is much easier to ensure that the people who have bought from you previously continue buying from you when you can easily check a database to see customer history.
Provide Your Team With Tools That Nurture Leads
Here’s a basic truth of the sales business: if your team is busy trying to make more sales, they may lose out on a lot of future sales. We all know how it happens; the team wants to meet its targets and focuses on qualified leads while discarding leads that are not qualified. The only problem is that unqualified leads tend to become qualified leads in the future. With the right lead nurturing solution, your team will have continuous access to qualified leads that have been cultivated for months through communication.
Outsource Lead Generation
Imagine this: A sales team that only works on selling to qualified leads. It sounds like an unrealistic ideal situation but in reality it is very possible. If you outsource your lead generation the pressure on your team for generating leads will be off. They will be able to purely focus on selling to people who actually want to buy your products and services. This is the easiest way to exponentially grow your sales. It also provides a very good motivation boost to the sales team. Once they start succeeding and see how well their sales are going, they will keep improving their performance.
This is just the beginning of the many methods that could be employed to help deliver qualified leads to your sales team. You can automate your marketing or create better sales funnel. Just remember that leads are the fuel for the sales team. Unless you put the right type of fuel in you will not be able to progress as a company.