Tweet

Qualifying New Business Sales Lead – How Do You Do It to Increase Sales?

Guest post by: Leanne Hoagland-Smith

Article Overview: If you wish to increase sales, then you probably begin that process by securing new business sales leads. To make that process more efficient and effective starts with qualifying those new contacts based upon some market research.

Qualifying New Business Sales Lead – How Do You Do It to Increase Sales?

Lead qualification is necessary for today’s busy salespersons. So how do you do it? Or better yet where does it start to be successful in the ongoing efforts to increase sales? Qualifying sales leads is all about making a judgment and that judgment should start within your well researched strategic business action plan. Here is where you analyze: 1. Market Trends 2. Industry Trends 3. Competition 4. Opportunities for sales 5. Known contacts 6. Centers of Influence Once this research is completed, additional time is required to further review the demographics (what) and psychographics (why) of potential customers. Then with all of this information in hand, you apply these last five questions (qualifying criteria) to any potential customer or what many call prospects: 1. Is he or she the real decision maker? 2. Is there an expressed need? 3. Is there an allocated budget to purchase your products or services? 4. Is there urgency to take action? 5. Is there a commitment to take action? The last criterion is becoming far more important especially in today’s market place with all of the uncertainty. All other qualifying criteria may be present, but unless someone is willing to take action you still may be very far from that physical signed contract. Sales Training Coaching Tip: Potential customer for me creates an entirely different picture than prospect and this affects my behaviors. If you wish to increase sales, then invest the time to do your homework, consistently apply qualifying sales lead criteria and make sure you are consistent in this actions. Then monitor all the results from your actions to ensure you are indeed on course to increase sales and secure your other desired business results.

Related Articles
  7 Reasons Why You Must Zealously Qualify Prospects
  Always be Qualifying
  Are we truly listening to our clients?
  How To Qualify Warm Leads
  Marketing Tip: If You Only Do One Thing, Qualify Your Leads
  Lead Generation Best Practices: Fewer Leads Are Better
  Every Time Without Fail Focus Trumps Intention To Increase Sales
  Stop Managing the Pipeline, and Start Managing Your Sales Team.
  How to Better Qualify Prospects to Increase Sales
  Lead Generation Best Practices: Dedicate Qualifying Resources
  Lead Generation Best Practices: Segment & Test Your Market
  How to Win More Sales
  Top 7 Words to Increase Sales and Beat a Down Economy for Salespeople
  7 Questions You Must Ask Before Buying Sales Training
  The Only Qualifying Question You Really Need
  Are Sales Cycles Really Getting Shorter?
  How You May Be the White Rabbit in Sales and Losing More Than Just Time
  Consultative Selling Won't Fill Your Pipeline
  The Sales Presentation
  Conclusions from the study: Sales Speaks - Perceptions and Ponderings on Marketing Leads

Article Tags: business sales, business sales leads, increase sales, market research, qualifying sales



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

How to develop the best lateral thinking skills

Are You My Mentor

Word of Mouth Marketing Tips Fuel Success

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.