How to make sales big

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Post on 22-Jan-2015

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An introduction to 'lead management' trough 5 common mistakes. Mistakes concerning scoring, database issues and nurturing

TRANSCRIPT

  • 1. 5 MISTAKES YOU MUST AVOID TO MAKE YOUR SALES BIG HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011

2. MISTAKE # 1 no definition of a lead HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 3. Define a qualified lead based on historical data MISTAKE # 1 Marketing steps to a qualified lead no definition of a lead and sales actions on a qualified lead Targets for marketing and sales are the same group targets HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 4. MISTAKE # 2 no integrated use of data HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 5. Stand alone applications with duplicated data MISTAKE # 2 Again another system with no no integrated use of data connected use No historical data, every year a new campaign HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 6. MISTAKE # 3 lack of scoring model HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 7. Explicit data such as BANT (budget, authority, need, timeframe), NAW, MISTAKE # 3 Implicit data such as behaviour: lack of scoring model buying and online Historical data: comparing to earlier leads or campaigns HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 8. MISTAKE # 4 stand alone marketing campaigns HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 9. Every year a new marketing campaign Every year a new prospect database is MISTAKE # 4bought isolated marketing campaigns Crucial to capture contact history forservices that have a longer life cycleHOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 10. MISTAKE # 5 no discussed lead or sales plan HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 11. There is no consensus about amount and quality of leads MISTAKE # 5 Leads are not perceived as valuable if no discussed lead or sales plan they come from the other department Funnel is often filled at top but no follow up HOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011 12. QUESTIONS? jan@3plus.beHOW TO MAKE SALES BIG | DMF 2011 | 11 OCTOBER 2011 |dinsdag 11 oktober 2011