|
Challenge: Stacks of leads
generated at trade shows require organization and
qualification before handing them off to sales people. |
|
Solution:
Set up a spreadsheet and enter
available information from the paper lead forms. Then call
each contact to confirm contact information and ask qualifying
questions to determine further interest in products and
services. |
|
Results:
“Graded” leads enabled each company to hasten the sales
process by handing off hot buyers. Marketing dollars were
spent to market to longer-term prospects. Companies stopped
spending sales and marketing time and budget on non-qualified
buyers. |
