Integrating Web Leads into Your Sales Process

Leads, leads, leads! Closing sales is all about the quality of the leads you acquire and how many of them you have. In all my years of hiring, training, coaching and firing sales people, I’ve seen entry level sales people set company records and perennial quota busters crash and burn based on the leads they’re chasing. In most businesses, sales leads come from at least two or three sources. Unfortunately, most sales people treat all leads the same. That simple fact can be killing your sales reps and holding your company back from even greater heights. All leads are not the same. Obviously, referrals from existing clients are more valuable in general than a name from the list of folks that signed up to win the free drawing in your trade show booth. But what about a lead from your website? In many businesses where people visiting your site and filling out a form requesting info is not the most common source of leads, these “web leads” are treated as less valuable by the sales team. That’s in part due to the fact that a sales person will have more invested in obtaining a referral from their current client. A web lead is actually one of the most valuable leads you could ever have in several ways! A referral is someone that your current client believes could be interested...

Read More