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Challenge: Call
leads after a trade show, zoom in on prospects and update the
database with current contact and buying information. |
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Solution:
Organize and transfer data from
paper lead forms to a spreadsheet, develop a prospecting
script and conduct a systematic calling program to sort and
qualify leads. |
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Results:
The completed spreadsheet was imported back to
the company’s own database for faster follow up through
direct mail, personal telephone calls by the Vice President of
Sales and on-going sales efforts. The company saved money by
eliminating wrong numbers and unqualified buyers from their
database and focusing salespeople on qualified prospects |
