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Sales Tips From Jonathan London

17 Sales Tips and Questions on Lead Generation

Posted on Tue, Aug 06, 2013

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When thinking about your lead gen strategy, here are 17 interesting questions that are relevant for a salesperson or sales organization:

  1. How many leads are you getting in total from both inbound and outbound activities?
  2. Are the ratios correct from each? Is lead gen giving you the number of quality leads you need or should you spend more money and time on outbound?
  3. Do the 2 feed off each other?
  4. What is your close ratio on each?
  5. Are you getting enough leads (stupid question to ask a salesperson) to meet your number or do you need more leads or a higher close ratio
  6. Quality of leads – which lead is better regardless of volume – your own outbound or the inbound
  7. For your outbound do you have named accounts that you are going after
  8. Are they verticalized? They should be if they aren’t
  9. How many accounts are on this list?
  10. Rotate accounts – how often do you rotate them? What is your criteria for this list? Do you have an ideal profile?
  11. Assign by contacts – are you taking advantage of social media and assigning accounts by who knows who?
  12. Do you allow people to trade accounts based upon criteria that gives them a better chance to sell them?
  13. If you are a manager, do you take accounts away from people since they are not active?
  14. If you are using a lead gen capability, how and when do accounts go back in for a “drip” campaign?
  15. If you are a manager, what is your lead distribution philosophy? Is it round robin, or do you have someway of distributing leads to those who are performing better and doing better with the leads?
  16. as a sales leader are you giving your lead gen/marketing group enough direction?
  17. should you be using more targeted lead gen activities if you are in a very tight

Tags: Sales Skills, Sales Advice, b2b Sales, Sales Tips, b2b lead generation, Territory Management, Inside Sales

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