Lead Management

Outline.

Concepts.How to

generate leads.

Lead qualification

.

Lead disqualificatio

n.Lead to sales conversion.

Rules in Lead

management.

Concepts.Sales process, refers to steps that track interaction with leads from their first point of engagement with a business through to the close of a sale.

A lead, is an individual or organization that expresses an interest in your products or services.

Lead management is the process of generating and nurturing leads in the sales pipeline to a point they finally make a purchase.

How to generate leads.Customer Referrals

Sales Email

Contact us Forms

Product flyers

Social Media

SEO

Inbound and Outbound Marketing

Lead qualification methodologies.

BANT FAINT

ANUM CHAMP

Lead qualification method.

BANT

• Budget• Does the lead have a budget

set aside for this purchase?• Authority• Does the Lead have

adequate authority to sign off on a purchase?

• Need• Does the Lead have a

business pain you can solve?

• Time• When is the prospect

planning to buy?

Lead Disqualification.

No budget

No authority

No interest

No timeline

Lead to Sales conversion.

• Email & Call

• Social media

• VisitConnect

• Needs analysis

• Solution

Research• Irresistible

Offer

• PresentationSolution

• Proposal• Negotiati

on• Contract

The sale• Support• Resolve

concerns

Feedback

Lead to Sales conversion. Connect.

Emails

Personalize

Don’t rush

Sound helpful

Track emails

CallsBe polite

Address resistance early

Leverage on past activity

Build rapport

Lead to Sales conversion. Research.

Needs analysis

Evaluate industry trends

Qualify your solution Evaluate options

Deliver value

Lead to Sales conversion. Solution.

Unique solution

Good branding

Pricing Presentation

The sale.

Proposal

Negotiation

Contract

Lead to Sales conversion. Feedback.

Closing

After sales support

Product or Service

evaluation

Client satisfactio

n

Rules in Lead Management.Respond on time

Assign leads appropriately

Keep to appointmentsNurture your leads persistentlySend proposal on time

Update your CRM

Summary

Lead Managemen

t.• The process of

generating and nurturing leads in the sales pipeline to a point they finally make a purchase.

How to Generate Leads?

• - Customer Referrals• - Sales Emails• - Contact us Forms• - Product flyers • - Social Media• - SEO• - Inbound and

Outbound Marketing

Lead Qualificatio

n.BANT

• - Budget• - Authority• - Need• - Timeline

Lead to sales

conversion.• - Connect• - Research• - Solution• - Sale• - Feedback

Lead management

rules

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