Manact

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Lead Qualification

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Manact

  1. 1. Lead Qualification MANACT Presented by Reggie Fernandes
  2. 2. Objectives <ul><li>To provide a structured way to qualify leads </li></ul><ul><li>To spend quality time on leads that matters </li></ul><ul><li>To make it a habit and a companywide initiative </li></ul>
  3. 3. MAN-ACT <ul><li>M - Money </li></ul><ul><li>A - Authority </li></ul><ul><li>N – Need </li></ul><ul><li>A – Ability to provide a solution </li></ul><ul><li>C – Compelling Event /Competition </li></ul><ul><li>T - Timelines </li></ul>M A N A C T
  4. 4. MONEY <ul><li>Check if they have the budget for our solution </li></ul><ul><li>Ask budget questions to different people in the account </li></ul><ul><li>Ask who has set the budget – defined/not defined </li></ul><ul><li>Reconfirm investment at regular intervals </li></ul>
  5. 5. Authority <ul><li>Ask for the decision maker and have access to him </li></ul><ul><li>Check on the decision making process </li></ul><ul><li>Find out how similar decision were made in the past </li></ul><ul><li>Decision maker is the one who has the power to </li></ul><ul><ul><li>Control expenditure of $ </li></ul></ul><ul><ul><li>Authority to release $ </li></ul></ul><ul><ul><li>Discretionary use of resources </li></ul></ul><ul><ul><li>Veto power </li></ul></ul><ul><li>Decision maker can vary based on the </li></ul><ul><ul><li>Dollar Amount </li></ul></ul><ul><ul><li>Business Conditions </li></ul></ul><ul><ul><li>Experience with you and your firms </li></ul></ul><ul><ul><li>Experience with your product and services </li></ul></ul><ul><ul><li>Potential Organizational Impact </li></ul></ul>
  6. 6. Need <ul><li>Ask open ended questions </li></ul><ul><li>Ask impactful questions </li></ul><ul><li>Meet at least 3 people in the organization </li></ul><ul><li>Reconfirm needs at every stage </li></ul><ul><li>Irrelevant needs – disqualify immediately </li></ul><ul><li>Remember No Need- No lead </li></ul>
  7. 7. Ability <ul><li>Check our ability to provide a solution in terms of </li></ul><ul><ul><li>Product </li></ul></ul><ul><ul><li>Resources </li></ul></ul><ul><ul><li>Timelines </li></ul></ul><ul><ul><li>Money and ROI/TCO </li></ul></ul><ul><li>No solution – No Sale (walk out immediately) </li></ul><ul><li>Communicate our solution and get confirmation </li></ul><ul><li>Reconfirm our solution at regular intervals </li></ul>
  8. 8. Compelling Event/competition <ul><li>No compelling event – No urgency to decide </li></ul><ul><li>Create compelling events based on your need analysis </li></ul><ul><li>Identify types of competitions </li></ul><ul><ul><li>Buy from someone else </li></ul></ul><ul><ul><li>Use Internal Resource </li></ul></ul><ul><ul><li>Use Budget for something else </li></ul></ul><ul><ul><li>Do nothing </li></ul></ul>
  9. 9. Compelling Event/competition <ul><li>No compelling event – No urgency to decide </li></ul><ul><li>Create compelling events based on your need analysis </li></ul><ul><li>Identify types of competitions </li></ul><ul><ul><li>Buy from someone else </li></ul></ul><ul><ul><li>Use Internal Resource </li></ul></ul><ul><ul><li>Use Budget for something else </li></ul></ul><ul><ul><li>Do nothing </li></ul></ul><ul><li>Reassess compelling event and competition periodically </li></ul>
  10. 10. Timelines <ul><li>Ask for the decision making timeliness </li></ul><ul><li>Ask for the impact of not taking decision on time. </li></ul><ul><li>Reconfirm timelines with at least 3 people </li></ul><ul><li>Work backwards from the specified timelines </li></ul><ul><li>Reconfirm timelines at regular intervals </li></ul>
  11. 11. 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              
  12. 12. Thank You A B Q Always Be Qualifying

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