3 Keys to Sales Lead SuccessAugust 28, 2014 By Greg Smith
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.