| Topic : Is your Sales Prospect well qualified? |
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Activity:
232 views;
last activity : 10 27 2010 14:52:18 +0000
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Identify the decision makers need.
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Validate Lead generation!
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Identification of a Lead
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Define our target market precisely.
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a thumb rule to confirm the "need"
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Alaways maintain your prositive think.
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Lead approach rate
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As a sales professional i believe, identifying the decision maker need is the most vital thing in promoting sales. Only when you understand his needs you can promote your sales to a full extent. And this helps you to retain your customer.
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both the ideas were really worth sharing,,,here by asking right questions? would enable either decision maker mentally prepared to close could be seen.
Yes, we must focus on decision maker's need. Just to add - sales person should also satisfy / convince the chief consultant to the decision maker who can influence the decision. Often - having a separate session with the "chief consultant" and making him feel important will help. Also, he or she will tell you the doubts/concerns in this separate session. so you can be more effective in front of the key person.
remember: you always deal with people, not with an organization !
Thats very essential, identifying the decision makers and their needs... else the entire cycle becomes like hitting around bushes,,
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When leads are generated for the team to further them with follow ups, its most important to define the process of HOW THESE LEADS ARE GENERATED?? That criteria itself will give you product specific leads. When these leads are validated from the utility aspect then you can say that you have QULIFIED the sales lead! |
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The process of determining whether a sales lead has the potential to become a prospect is known as "qualifying" the lead. In some cases, a sales lead can be qualified by the seller prior to making first contact. For instance, this can be done through the use of research reports, such as an evaluation of a company’s financial position using publicly available financial reporting services. More likely, sellers will not be in a position to qualify leads until they establish contact with a lead, which may occur in activities associated with either Making Initial Contact or The Sales Meeting.
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The problem happens when a enquiry is mistaken for a lead, or a demo is understood to be a strong Lead. To verify if you got a lead or not, there needs to be a clear start or end time the client would apprise you, the budget constraints he has in terms of money, and if he is talking of materials he would provide, u are on a strong wicket, in the sense here the lead is largely qualified, Things can still go wrong even here, but at this stage you are standing on a slightly better wicket as these signs indicate a project is coming into your lap. Just ensure and tacitly work out how you are going to tap this client for monetary side and the Purchase Order.
To get a purchase order, a Pre- is that you would have given a demo and a proposal. Very often, I have found in the Mumbai IT markets this stage is still not likely to become a part of a healthy pipeline as even at this stage the client is milking you for free Gyan !, or if you are a part of Cap Gemini or SAP or IBM, an EDP Manager is only impressing his Finance Head to show off that he has IBM in his office and there is a demo coming in. Conversions in these cases are high if the Finance Head gets his five-star hotel lunch and general free demo invite with Heads of other companies, and an Account Manager assigned to him. Here what I mean is a chance of a Lead becoming a qualified lead can be different if you are an IBM / SAP / TCS or a Chimanlal Infotech SAP - Oracle System integrator, unless you are a second tier who is providing Tier-1 like professionalism and competitive pricing. A Reality check required here of course. Hope this helps ... E=mc2 was all about your frame of reference as well. |
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True IT sales in India is way too different than it is in any matured economy - such as USA. A few people in the organization know how to assess a product or a service vendor.
The intangibility of IT services or products proves to be a major roadblock, in the niche Indian market.
The lead shoud be identified so that the approch is done to right person and the sales takes place.
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We can break the market by demographics, geography, industry, company size, budget, or other relevant criteria. This will help us to focus and priortize on the prospects that are matching to our target. Make it a practice to do some research on every segment which we target to prospect. |
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This is what I normally follow. you contact a lead. present yourself and interview them for the requirement. if they are mentioning the timelines (hey we need this by next month), and want to know to the timelines and cost - the lead qualifies for the next phase. you give them proposal, plan, negotiate and book business. anything else is grey, very subjective.
avinash, arosys technologies (p) ltd |
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Prositive approch. |
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By giving the Score ..Rate them.. all required is perfect approach.. |
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