More leads in your pipeline means more sales, right? Not exactly. Here is the truth about leads: it is not about how many leads you have in your pipeline, it is about how efficiently you deal with them that matters. The focus must be on quality rather than quantity, which extends not just to the quantity and quality of the leads in your pipeline, but the quality of the interactions you have with them at the negotiations stage as well. When you qualify leads well, you will be left with leads who are more likely to buy your product or service, enabling you to conduct more fruitful conversations.
UNDERSTAND THEIR EXPECTATIONNot everyone who visits your website is a potential customer. Some people may just be conducting research or doing some casual browsing. You may have a general idea about the kind of people who eventually end up buying based on the interactions with the past customers. For example, someone who signs up for a free trial, your email newsletter, or registers with your site, or someone who downloads a white paper multiple times is perhaps more likely to buy than a visitor who just skims through once. Having an online presence allows you to track very specific parameters, so use this to your advantage and seek out the leads who you feel have a genuine interest in, and need for, your product.
SEGMENT LEADS FOR TARGETED MARKETINGBased on the data you gather, you can group your leads/potential clients into different segments, based on their perceived requirements. You can also segment based on their purchase behavior. Some may be in a hurry, while others may be sending more cautious signals, seeking out more information and asking more questions. Break down your list of leads into segments so that you can send out specific marketing messages that speak to their needs.
TRACK EVERYTHINGThe most important step in dealing with prospects? Track everything from the basic information about a lead to their preferences and problems. Every time sales reps interact with a prospects/leads, they are bound to learn something new. Make a quick note of the conversation so that carrying the discussion forward becomes easier, and you do not end up duplicating work or missing a follow-up call. When you use a tool like Salesvue, you are empowered with data that helps you understand what makes your prospects tick, and what prompts them to make a purchase. Salesvue doesn't just manage relationships and help log calls; Salesvue gives you real-time data and insight into what happens at that crucial negotiation stage of the sales funnel. SalesVue tracks conversations and interactions that your sales reps are having with prospects, showing you what works and what doesn't. Salesvue makes it easy to identify patterns and the exact steps it takes to recreate success. Request a demo of Salesvue today.
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