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Lead Qualification

Lead Qualification

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Manact Manact Presentation Transcript

  • Lead Qualification MANACT Presented by Reggie Fernandes
  • Objectives
    • To provide a structured way to qualify leads
    • To spend quality time on leads that matters
    • To make it a habit and a companywide initiative
  • MAN-ACT
    • M - Money
    • A - Authority
    • N – Need
    • A – Ability to provide a solution
    • C – Compelling Event /Competition
    • T - Timelines
    M A N A C T
  • MONEY
    • Check if they have the budget for our solution
    • Ask budget questions to different people in the account
    • Ask who has set the budget – defined/not defined
    • Reconfirm investment at regular intervals
  • Authority
    • Ask for the decision maker and have access to him
    • Check on the decision making process
    • Find out how similar decision were made in the past
    • Decision maker is the one who has the power to
      • Control expenditure of $
      • Authority to release $
      • Discretionary use of resources
      • Veto power
    • Decision maker can vary based on the
      • Dollar Amount
      • Business Conditions
      • Experience with you and your firms
      • Experience with your product and services
      • Potential Organizational Impact
  • Need
    • Ask open ended questions
    • Ask impactful questions
    • Meet at least 3 people in the organization
    • Reconfirm needs at every stage
    • Irrelevant needs – disqualify immediately
    • Remember No Need- No lead
  • Ability
    • Check our ability to provide a solution in terms of
      • Product
      • Resources
      • Timelines
      • Money and ROI/TCO
    • No solution – No Sale (walk out immediately)
    • Communicate our solution and get confirmation
    • Reconfirm our solution at regular intervals
  • Compelling Event/competition
    • No compelling event – No urgency to decide
    • Create compelling events based on your need analysis
    • Identify types of competitions
      • Buy from someone else
      • Use Internal Resource
      • Use Budget for something else
      • Do nothing
  • Compelling Event/competition
    • No compelling event – No urgency to decide
    • Create compelling events based on your need analysis
    • Identify types of competitions
      • Buy from someone else
      • Use Internal Resource
      • Use Budget for something else
      • Do nothing
    • Reassess compelling event and competition periodically
  • Timelines
    • Ask for the decision making timeliness
    • Ask for the impact of not taking decision on time.
    • Reconfirm timelines with at least 3 people
    • Work backwards from the specified timelines
    • Reconfirm timelines at regular intervals
  • Putting MANACT to immediate use Account with full address product $value STAGE of Sales cycle M A N A C T Ace International $2,000 03-solution mapping         Brancos $40,000 01-Qualification Stage           Calyx trader $25,000 04-Demo         Demark fisheries $22,000 06-Negotiation        Elite enterprises $5,500 05-Proposal           Future solutions $12,000 07-Sign       Gulf Trading $2,000 02-Requirment gathering           TOTAL   $108,500.00              
  • Thank You A B Q Always Be Qualifying