I was a guest expert recently on a webinar that was co-hosted by The Outsourcing Institute and 3forward on the topic of creating qualified opportunities (and not just a bunch of questionable leads). Over 250 CEOs, Sales and Marketing execs, and Sales Managers signed up for the webinar to listen to our discussion on topics such as:
- why less than 25% of leads result in an initial discussion
- why only 16% of leads deemed “sales-ready opportunities” actually close and what this means for your sales pipeline
- where lead generation belongs in today’s selling organizations and when to consider outsourcing this key function.
Below is a link to the presentation, but here are my key takeaways:
1) the old sales model of expecting sales to find and qualify leads is out.
2) the new sales model is that the responsibility for finding qualified leads is either owned by marketing or companies outsource it to a firm like mine.
3) know your target market, focus on right prospects with right message aimed at where they are at in buying cycle, not where you are at in the sales cycle.
4) extreme qualifying to walk away from opportunities that are not ideal; get better at prioritizing the opportunities you are spending time, money, and resources on.
5) leverage social media and content marketing in your lead generation efforts to increase reach, bring attention to your solutions, and to research likely prospects.
To view the presentation or download the slides, click here:
http://3forward.com/events/creating-qualified-opportunities-sales-leader-telebriefing-2/#
