That sounds like those missing socks we all have to deal with.

You know when we hade 3 children at home, we once had 2 laundry baskets full of these lost socks.

I hope you are not losing leads that way.

I have one, but the other?

I also have seen, many times, people go to a show, get so many leads and are so excited, yet what happens to most of the leads?  They get lost.

In today's world with so much automation, the worst case should be that they get put into the wrong campaign and have to be correct.  But lost? Never!

Jane’s company has spent a great deal of time in developing a marketing process that creates effective leads for the sales team.

They have worked very hard to understand what a good lead is and how to generate it.

Their marketing process is in high gear.

Yet, today when they had a meeting with the director of sales and marketing, they found out that it took days and even weeks before the leads they generated were ever worked by the sales team?

Jane was very unhappy to hear this and you might say just a bit annoyed.

What good is the lead if it is that old?

“No good” is the common answer.

Today I want to answer 3 burning questions in the area of lead delay.

1/        Past leads have been terrible.

2/        CRM system either doesn’t exist or is not being used by sales.

3/        No one has defined what a sellable lead really is.

1/        Past leads have been terrible.

            It is the old story of how the leads that come in from marketing are terrible, don’t waste your time working them.

            There is a history of marketing sending over leads which were not really leads but rather just the names and contact information at companies that should be buying what we sell.

2/        CRM system either doesn’t exist or is not being used by sales.

            When I ask companies today if they have a CRM, many say yes.

            When I ask them if the sales team’s activity is driven by it, the answer is “I think so” or “I really don’t know”.

            First of all, if you are going to effectively distribute leads, then you need a technology, CRM system.

            Second, if your sales team is not using it, then you need to find out why and you need to get them aboard.

            Leads need to be in the hands of the salesperson within minutes of hitting your organization.  If they are not, then they go cold very quickly.  Some companies are amazing at what they can do.  You fill out a form online and within 5 minutes your phone rings.

            When a lead goes to a salesperson, they need notification that it happened and then they need to work it.  Email, Text, Call.  Whatever.

3/        No one has defined what a sellable lead really is.

            This is one of the great frustrations I have as a salesperson.

            What I think is a sellable lead has nothing to do with what is being sent to me by marketing.

            Sales and marketing have to sit down and define this to the maximum so that everyone is on the same page. 

Keys to success.

  Sit down with your sales and marketing teams and get them on the same page.

  Find out what you need to do to get sales using the CRM.

  Start delivering better leads.

Do this and your will be on your way to doubling your sales.

If you need help, simply connect with me.