5 MISTAKES YOU MUST AVOID               TO MAKE YOUR SALES BIG                                           HOW TO MAKE SALES...
MISTAKE # 1               no definition of a lead                                         HOW TO MAKE SALES BIG | DMF 2011...
• Define a qualified lead based on                                             historical data               MISTAKE # 1  ...
MISTAKE # 2               no integrated use of data                                           HOW TO MAKE SALES BIG | DMF ...
• Stand alone applications with                                               duplicated data               MISTAKE # 2   ...
MISTAKE # 3               lack of scoring model                                       HOW TO MAKE SALES BIG | DMF 2011 | 1...
• Explicit data such as BANT (budget,                                           authority, need, timeframe), NAW, …       ...
MISTAKE # 4               stand alone marketing campaigns                                             HOW TO MAKE SALES BI...
• Every year a new marketing campaign                                                • Every year a new prospect database ...
MISTAKE # 5               no discussed lead or sales plan                                                 HOW TO MAKE SALE...
• There is no consensus about amount                                                     and quality of leads             ...
QUESTIONS?               jan@3plus.be                              HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |din...
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How to make sales big

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An introduction to 'lead management' trough 5 common mistakes. Mistakes concerning scoring, database issues and nurturing

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  • How to make sales big

    1. 1. 5 MISTAKES YOU MUST AVOID TO MAKE YOUR SALES BIG HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    2. 2. MISTAKE # 1 no definition of a lead HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    3. 3. • Define a qualified lead based on historical data MISTAKE # 1 • Marketing steps to a qualified lead no definition of a lead and sales actions on a qualified lead • Targets for marketing and sales are the same ‘group targets’ HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    4. 4. MISTAKE # 2 no integrated use of data HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    5. 5. • Stand alone applications with duplicated data MISTAKE # 2 • Again another system with no no integrated use of data connected use • No historical data, every year a new campaign HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    6. 6. MISTAKE # 3 lack of scoring model HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    7. 7. • Explicit data such as BANT (budget, authority, need, timeframe), NAW, … MISTAKE # 3 • Implicit data such as behaviour: lack of scoring model buying and online • Historical data: comparing to earlier leads or campaigns HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    8. 8. MISTAKE # 4 stand alone marketing campaigns HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    9. 9. • Every year a new marketing campaign • Every year a new prospect database is MISTAKE # 4 bought isolated marketing campaigns • Crucial to capture contact history for services that have a longer life cycle HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    10. 10. MISTAKE # 5 no discussed lead or sales plan HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    11. 11. • There is no consensus about amount and quality of leads MISTAKE # 5 • Leads are not perceived as valuable if no discussed lead or sales plan they come from the other department • Funnel is often filled at top but no follow up HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
    12. 12. QUESTIONS? jan@3plus.be HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011
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