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Leads
Article posted by Craig on Tuesday, January, 18th, 2011 at 12:37 pmAs a sales manager, the most asked question I have for my account executives, AE’s, is…wait for it…what have you done for me lately. It’s really easy to adapt that tone but when being realistic about where you get business it’s important to categorize your sources to better understand where it is most efficient for your AE’s to spend their time.
#1 should always be with your base customers. This is where you will get 70% of your business, but you can’t expect them just to call in. You have to proactively keep touching them to fend off the competitors that are always out there looking for new customers.
#2 relationship selling has always been something I look to in the type of sales model I present to my AE’s. “GO SEE PEOPLE”. A face to face is going to get you further in the door than a phone call. If you have engaging people as AE’s then they make the selling experience so much better for the client. It’s not just a cut and dried, these are the numbers, sign on the dotted line presentation.
#3 is a good lead source. You had better have someone in your organization that belongs to a good leads group and is able to disseminate those leads to the sales group. A warm lead, which is a name and a number and a referral and a scope of work and a date of implementation and, and, and. The more information you can pass off the more your odds increase in getting an appointment. All of your AE’s should have lead sources but it should be noted that an aggressive sales organization should have one individual who “knows everyone”!!
#4 is private sector bid jobs. You WANT private sector jobs, they can lead to service order business, they pay on time, no prevailing wage, but unless you have a relationship, you will be usually be going up against someone who does. Makes the sales experience a lot harder and a lot iffier!!!
#5 is my least favorite…public bid jobs. You get to go after jobs that every low down, cheap as they come competitor you have, is going after too, but you have to look at these. They will be larger and offer a longer time on site but the paperwork headaches are just that…headaches.
“SO WHAT HAVE YOU DONE FOR ME LATELY”
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