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Qualify Sales Leads to Focus on Profitable Sales Growth
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Qualify Sales Leads to Focus on Profitable Sales Growth

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http://www.salesnexus.com/resources/webinars/ Michael Halper presents how to qualify sales leads in order to focus sales time on prospects that are likely to purchase and increase sales and profits.

http://www.salesnexus.com/resources/webinars/ Michael Halper presents how to qualify sales leads in order to focus sales time on prospects that are likely to purchase and increase sales and profits.

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  • 1. Welcome!Be sure to join the audio portion of the meeting. See Audio in the GotoWebinar control panel. Ask questions by typing questions in the Questions area of the GotoWebinar control panel. How to Qualify Sales Leads and Focus on Sales Growth that’s Profitable
  • 2. Your Hosts:Craig Klein, CEO, SalesNexus.com  18 years as a sales executive. Hiring, training sales people. Developing lead generation and business development campaigns.Michael Halper, CEO, Launch Pad Solutions, Inc.  Author of “The Cold Calling Equation”. 20 years as a frontline sales, marketing and customer service leader.Forest Cassidy, CEO, LeadFerret.com  Millions of B2B contacts with emails, FREE
  • 3. 2013 Sales Growth Webinar Series
  • 4. Quick Recap of Last Week
  • 5. Agenda• Key points – What is qualifying – Why it is important – What a qualified prospect looks like – 2 step qualifying process – Example qualifying questions• What you will gain by attending this – Will be better able to qualify prospects – Will be better able to identify which prospects to spend time with – Will decrease the time wasted with prospects that don’t buy anything – Will be improve your ability to extract valuable information from prospects – Will build a better and more healthy pipeline – Will have more control over sales cycles and your pipeline
  • 6. What is Qualifying• Assessing prospects in two areas: 1. How well do they fit with what you have to offer 2. How likely they will be to purchase• Performed two ways – Asking good questions – Researching the prospect
  • 7. Why Qualifying is CriticalTime is Limited and Valuable•Only 40 hours in the week•Need to spend time prospects that have a high probability to purchaseControl is Limited•You can’t control prospects you talk to•You can control which prospects you talk to•Improves deal and pipeline managementKnowledge is Power•Uncovers pain•Produces better leadsRelationships are Key•Makes a better impression•Decreases prospect’s guard•Makes sales activities more conversational•Builds rapport
  • 8. Finding People to Talk to is NOT the Problem Reduce time spending finding the right person Spend more time connecting with high quality prospects and building relationships
  • 9. LeadFerret.com Search
  • 10. LeadFerret.com Results
  • 11. Qualified Prospect vs. Unqualified Prospect Qualified Prospect Unqualified ProspectNeeds to be medium to strong in all Can have any of the following Need to Purchase No Need to Purchase Authority to Purchase No Authority to Purchase Ability to Purchase No Ability to Purchase Interest to Purchase No Interest to Purchase
  • 12. Unqualified Prospects TypesNo Need to Purchase•Authority to purchase – Contact is key decision maker•Ability to purchase – Budget approved and allocated•Interest to purchase – Genuine interest•Need to purchase – Current system/process working great
  • 13. Unqualified Prospects TypesNo Authority to Purchase•Need to purchase – Pain, manual processes, outdated systems•Ability to purchase – Budget approved and allocated•Interest to purchase – Genuine interest•Authority to purchase – Contact is low in the organization
  • 14. Unqualified Prospects TypesNo Ability to Purchase•Need to purchase – Pain, manual processes, outdated systems•Interest to purchase – Genuine interest•Authority to purchase – Contact is key decision maker•Ability to purchase – Business has no funding available for a purchase – Business just purchased something – Business locked into a long-term agreement
  • 15. Unqualified Prospects TypesNo Interest to Purchase•Need to purchase – Pain, manual processes, outdated systems•Authority to purchase – Contact is key decision maker•Ability to purchase – Budget approved and allocated•Interest to purchase – Not seriously shopping – Favorable toward other vendors
  • 16. 2 Step Qualifying ProcessStep 1 – Soft Qualifying•To make sure it makes sense to meet and keeptalking•Eliminate No Need to Purchase Prospects•Takes place in first conversationStep 2 – Hard Qualifying•Identify if you can consider the prospect real and ofhigh quality•Takes place in first meeting
  • 17. Soft QualifyingFocus on two key areas1.Current state – what the prospect is doing in thearea that you help – Processes – Systems – People – Vendors – Contracts1.Level of satisfaction – how are things going – Great – Good – OK – Could be better
  • 18. Soft QualifyingCurrent State•Goal: – To identify what the prospect is doing in the area where your products impact – What are the current systems, processes, vendor agreements, employee details, etc.? – Is the prospect a No Need to Purchase Prospect?•Example Questions: – What are you currently using to manage your inventory? – When did you all implement that system? – Are you locked into a contract with your current provider?•Assessing the prospect: – The prospect not doing or using anything – very qualified – The prospect’s current contract is expiring soon – medium qualified – The prospect recently bought something – less qualified – The prospect is locked into a long-term contract – less qualified
  • 19. Soft QualifyingLevel of Satisfaction•Goal: – To identify how things are going in the area where your products impact – Are things great, good, OK, or could be better? – Is the prospect a No Need to Purchase Prospect?•Example Questions: – How do you feel about the level of service from your current provider? – How do you feel about your ability to manage inventory levels with your current system? – Is there any functionality that you need that is not provided by your current system?•Assessing the prospect: – Things could be better – very qualified – Things are OK – medium qualified – Things are great or good – less qualified
  • 20. Hard QualifyingFocus on four key areas1.Need to Purchase– how bad does the prospectneed to make the purchase2.Ability to Purchase – how accessible is the money1.Authority to Purchase – how much purchasingpower does the prospect have2.Interest to Purchase– what other options is theprospect considering
  • 21. Hard QualifyingNeed to Purchase•Goal: – To identify whether the prospect truly needs what you are selling or if it is more of a want – Is the prospect a No Need to Purchase Prospect?•Example Questions: – What happens if you do not do anything and do not make a purchase or make any changes? – What improvements will you see if move forward with this purchase? – Is there at date when this purchase needs to be made? – What happens if the purchase is not made by that date? – What is the time frame that the project needs to work along?•Assessing the prospect: – Noticeable negative impact if no purchase – very qualified – Noticeable positive impact with purchase – medium qualified – Can keep doing OK without a purchase – less qualified
  • 22. Hard QualifyingAuthority to Purchase•Goal: – To identify how much purchasing power the prospect has – Is the prospect a No Authority to Purchase Prospect?•Example Questions: – What is the decision making process? – What parties will be involved in making the decision? – What functional areas (departments) will be impacted by the purchase? – Who is the ultimate decision maker? – Who is the person that will need to sign the agreement/contract?•Assessing the prospect: – The prospect is the only person needed to approve the purchase – very qualified – Prospect makes the decision but has to get approval – medium qualified – Prospect does not make final decision – less qualified
  • 23. Hard QualifyingAbility to Purchase•Goal: – To identify whether the prospect is able to make the purchase from a budget/money standpoint – Is the prospect a No Ability to Purchase Prospect?•Example Questions: – Is there a budget approved for this project? – What is the budget range that the project needs to fit in? – Have the funds been allocated to this purchase? – What budget (department) will this purchase be made under? – Are there other purchases that this funding may end up being used for? – How does the project fit with other initiatives from a priority standpoint?•Assessing the prospect: – Funds are available, approved, and allocated – very qualified – Funds are available but will need to be approved – medium qualified – Funds are not available – less qualified
  • 24. Hard QualifyingInterest to Purchase•Goal: – To identify how much genuine interest to purchase that the prospect has – Is the prospect a No Interest to Purchase Prospect?•Example Questions: – Why did you take time out of your schedule to meet with us? Why did you contact us? – What other options are you considering? – How far along are you with talking with them? – How do you feel about their solution? – What do you like about their solution? – What do you not like about their solution? – How does their solution compare with what we have to offer? – Is there a reason why you would choose us? – If you had to make a decision today, which way would you lean?•Assessing the prospect: – The prospect is only talking with you – very qualified – The prospect is talking to other vendors but is favorable to your company – medium qualified – The prospect sees all of the options as equal or leaning toward other options – less qualified
  • 25. Your Qualifying Questions1. Identify what your ideal prospect looks like2. Try to develop questions that assess the fit Or go to www.salesscripter.com
  • 26. Summary• Not every prospect is a good prospect• Good prospect have a need, authority, funding, and interest• Time is limited making it critical to spend time with the best prospects• We can use a two-step qualifying process to improve our ability to spend time with good prospects• By improving the quality of prospects that we meet with: – We will produce more leads – Our leads will be better – Our ability to manage deals and pipeline will be better
  • 27. If You Want More Help• The Cold Calling Equation – Problem Solved – Available on Amazon - $15.95• One-on-one phone coaching – Four 30 minute sessions for $200 – Special offering five sessions for $200 this week• Sales training programs – Web-based and live programs available• SalesScripter – www.salesscripter.com – Walk-through services available• Send email to info@salesscripter.com
  • 28. Join us next Wednesday! Craig Klein, CEO of SalesNexus.com“Manage a Sales Process of Actions that Lead to Sales Growth”February 6th at 4pm ETRegister here - SalesNexus.com/resources/webinars
  • 29. Start Today!FREE for 30 days!Upload your own list with emailsGet 500 contacts w/ emails from LeadFerret!Create templates and campaignsSend blasts (up to 50,000 each month!)Generate Leads!Close Sales!