Getting Real About Prospects – Is It Really A Sales Lead?

sales podcast in itunesThis is a question that I get a lot. I look at a sales professional’s prospect list and pipeline and it looks full. Then we begin to ask questions about what criteria has been used to qualify them for our time and energy through-out the sales process. We often find many un-profitable prospects on the list.

Symvolli has done a great podcast on this topic as well (I listened to it and thought I’d post a response via podcast). The key here is it’s better to “get real” about what we truly have for opportunities and then build a solid plan to help us get to where we want to go.  The alternative, pushing unqualified leads through the pipeline is exhausting and will have us show up short of quota at the end of the year.

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January 29, 2009 · Filed Under * Sales Podcast, Sales Management Blog, Sales Training, iPhone Podcasts

Comments

  • What a great podcast Shane, I just listened to it and love your perspective, particularly about having a 'uniform criteria' and strong 'sales leadership'. As you said, there are 'less dollars' being spent and more effort in getting those dollars so sales people have to work smarter and that is where strong leadership in creating the criteria for sales people comes in. If sales managers don't know their processes then how do you expect the sales force to know? Surely now is the time to start working together to improve.
  • Thanks for this podcast, Shane. You've managed to summarize in 8 minutes what is wrong with my current sales process. Huzzah - now I can fix it!
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