WHAT ARE SALES LEADS? WHERE ARE THEY? HOW DO YOU FIND THEM? This slideshare will walk you through the process of all of each step of how to find and get more leads in your business.

1. WHAT ARE SALES LEADS?
WHERE ARE THEY?
HOW DO YOU FIND THEM?

2. INTRODUCTIONS

3. WHAT IS A SALES LEAD?

4. THE TWO PRIMARY QUESTIONS…

5. HOW MANY LEADS DO YOU NEED?

6. LEAD GENERATION & SALES FUNNEL
DEFINITIONS…

7. SALES FUNNEL DATA…
ANNUAL PROJECTION EXAMPLE CONTRACT SALES JOB SALES
Projected total annual sales $3,000,000
Estimated annual sales by funnel 65% 35%
Annual revenue goals by funnel $1,950,000 $1,050,000
Recurring revenues by funnel $1,100,000 $750,000
Incremental revenues needed $850,000 $300,000
Average annualized sale by funnel $25,000 $3,000
Sales needed to meet next year’s goals
34
Contracts
100
Jobs
Convert to monthly for lead management
3
(2.83)
8
(8.33)

8. SALES FUNNEL DATA…
MONTHLY PROJECTION EXAMPLE CONTRACT SALES JOB SALES
New sales needed Monthly
3
(2.83)
8
(8.33)
Closing rate from estimate/proposal 75% 70%
NEW LEADS needed monthly
4
(3.78)
12
(11.90)
Conversion rate from prospects 60% 60%
New prospects needed monthly
6
(6.30)
20
(19.84)
Conversion rate from suspects 8% 8%
New suspects needed monthly
79
(78.70)
248
(248.82)

9. EXERCISE – PART 1
ANNUAL PROJECTIONS FUNNEL ONE FUNNEL TWO
Projected total annual company sales $___________________
Estimated annual sales by funnel ___% ___%
Annual revenue goals by funnel $_____________ $_____________
Recurring revenues by funnel $_____________ $_____________
Incremental revenues needed $_____________ $_____________
Average annualized sale by funnel $________ $________
Sales needed to meet next year’s goals ___ ___
Convert to monthly for lead management __ __

10. EXERCISE – PART 2
MONTHLY PROJECTIONS FUNNEL ONE FUNNEL TWO
New sales needed Monthly ____ ____
Closing rate from estimate/proposal ___% ___%
NEW LEADS needed monthly ____ ____
Conversion rate from prospects ___% ___%
New prospects needed monthly ____ ____
Conversion rate from suspects ___% ___%
New suspects needed monthly ____ ____

11. PHASES OF A SALES FUNNEL

12. SALES FUNNELS…
20 PROSPECTS
Per Month
12 LEADS
PER MONTH
8 CLIENTS
PER MONTH
248 SUSPECTS
PER MONTH
60% Converted
8% Converted
70% Closed
6 PROSPECTS
PER MONTH
4 LEADS
PER MONTH
3 CLIENTS
Per Month
79 SUSPECTS
PER MONTH
60% Converted
8% Converted
75% Closed
CONTRACT SALES JOB SALES
34 New Clients
@ $25,000
Next Year
$800K Incremental Sales
100 New Jobs
@ $3,000
Next Year
$300K Incremental Sales

13. WHERE WILL THEY COME FROM?

14. LET’S FILL OUR FUNNELS…
20 PROSPECTS
Per Month
12 LEADS
PER MONTH
8 CLIENTS
PER MONTH
248 SUSPECTS
PER MONTH
60% Converted
8% Converted
70% Closed
6 PROSPECTS
PER MONTH
4 LEADS
PER MONTH
3 CLIENTS
Per Month
79 SUSPECTS
PER MONTH
60% Converted
8% Converted
75% Closed
CONTRACT SALES JOB SALES
34 New Clients
@ $25,000
Next Year
$800K Incremental Sales
100 New Jobs
@ $3,000
Next Year
$300K Incremental Sales
Networking Events LinkedIn Email Mail PPC Web Direct Sales Networking Direct MailEmail

15. HOW DO I GET IN FRONT OF SUSPECTS?

16. TYPES OF MARKETING DATA…

17. WHERE DO LEADS COME FROM?
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18. THE COMPLETE PICTURE…

19. THANK YOU FOR ATTENDING…
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