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3 Keys to Sales Lead Success

August 28, 2014 By Greg Smith
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Every business, at one point or another, can stumble when turning its potential leads into sales. To maximize the possibility of making those deals, the sales team needs to be sure they are equipped with the best tools for an efficient sales process.

1. Organization

The key to almost any success in business is rooted in organization. Without it, team members can repeat tasks that have already been completed, miss steps or even forget to follow through to finalize processes. This is where an organized customer relationship management (CRM) tool can support the sales team. It can be as simple as an internal spreadsheet that has all the contact information for leads, as well as detailed notes that are updated every time a sales representative speaks with the prospect. Having a tool in place ensures that all parties of the sales team have a detailed account for every individual lead and understand where each one stands, even if they've had no personal contact. This saves the team from accidently missing a next step that is required to close the sale, especially because the entire process is most likely done by multiple internal personnel. 

2. Accurate Leads
The second key that can help improve the sales process is having the right data and knowing the accuracy of the sales leads. Confirming that the contact information for leads is accurate and updated before contacting them saves the sales team time, not to mention frustration while trying to generate sales from bad leads. By cross-referencing the leads with national address and phone number databases, the sales team can have an edge on the competition and peace of mind knowing their leads are genuine. This is especially important, because the industry has shifted to a model where quality outweighs quantity. If there aren't enough resources in-house to verify data, there are third parties willing to do so.

3. Marketing and Sales Alignment
The final key to success is alignment with the sales and marketing teams. When the sales team is pitching, either by phone, email, mail or in person, it is important that their messages are relevant to buyers and prospects. The communication between both marketing and sales should be aligned, so the buyers clearly understand the messages being distributed.

Implementing a consistent, comprehensive internal communications program between sales and marketing is extremely important. This will ensure all parties are pushing out the same messages, considering potential buyers will hear those messages from multiple entities.

 

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