Supercharge Sales Results With Better Leads

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Supercharge Sales Results With Better Leads

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If you’ve ever spent days – or weeks – pursuing a lead only to realize this person wasn’t going to buy from you, you know how frustrating sales can be.

It’s a problem that plagues salespeople and drives a wedge between entire departments in companies. Whether you’re blaming your marketing team for poor quality leads or blaming your referrals network, taking back control of your lead generation will allow you to supercharge your sales results.

To learn how the very best salespeople actively manage the quality of their leads, we sat down with Chet Lovegren, founder and ‘Head Sales RX’er’ at the Sales Doctor. He showed us exactly how we can ensure only the highest quality leads enter our pipeline to supercharge our sales results.

Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.

T – Trigger: Chet says to not wait until you’re experiencing pain in your pipeline. Instead, take the time now to assess the symptoms of the lead problems you’re having. Are your leads not qualified? Are they unresponsive? Are they already buying from your competitor?

Until we know what pain we’re feeling in our outreach, we won’t know how to cure it.

R – Repeatable: To make supercharging your leads a repeatable process, Chet recommends we start with the resources right in front of us – our own CRM. If you’re part of a sales team, find out how long an unresponsive lead belongs to the last salesperson to touch it. Find out which leads have ‘gone stale’ and see if they meet the criteria of an ideal buyer.

Second, leverage your personal network. Who do you know who’s connected with the folks who buy from you? If you don’t have a personal network or are rebuilding it, plug yourself into online sales communities and begin posting on LinkedIn. Share the stories of how you/your team are solving problems for your customers.

Third, leverage your existing clients. Chances are, they know folks just like them who could also benefit from the value you provide.

Fourth, investigate the leads and customers other salespeople left behind when they left your team. Chances are, there are more than a few leads assigned to them that would be happy to hear from you.

Fifth, check your own list of leads for accounts that haven’t been touched in a while. There’s gold in the accounts that have fallen through the cracks or who you forgot to set a next step with and have dropped contact.

I – Improvable: To improve how we supercharge our leads, Chet says to expand your lead-gathering net to wrangle in other companies that share the characteristics of your ideal customers. Whether you’re using a data tool to scrub the internet or you’re simply keeping your head on a swivel as you travel in your territory, if a lead isn’t owned by another salesperson it’s open for you to pursue.

M – Measurable: To measure the effectiveness of this system, measure how many new opportunities you’ve generated using a systemized approach. You can also measure the growth of your own referral network as it will travel with you and serve as an asset if you change companies. Finally, you should measure how many additional meetings and conversations your new approach to lead generation create for you.

You don’t have to have an M.D. to assess how to improve your pipeline if you’re willing to work each day to get it back into shape.

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