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Sales Lead Management Tips for New Hires (And Pros)

“I’m starting a new job next week. Once the product / service sales training is done, and it’s time to hit the phones, what’s the most effective lead management process to follow for best results?”

SalesBuzz Answer:

I like simple sales strategies that work. So here’s what I do.
First, I make sure I understand the characteristics of what makes a prospect pre-qualified. Once I know who my targeted audience is, I turn on the turbo charges and build my list as fast as possible before making ANY sales calls. My goal is to have a list of anywhere from 200 to 500 leads in my name within the the CRM being used (which in my case, is SalesForce).
Once I have my first months “hit list”, it’s time to pick up the phone and make those sales calls. Here’s the lead management process I follow to execute those calls for success.
It’s important to know that there are three possible outcomes when working with a lead. Today, we are going to discuss the “No-Movement” lead.

The “No-Movement” Lead

The first possible outcome is the “No-Movement” lead. You won’t know its a “no-movement” lead until you go through the following process. Here’s the path I follow:
First Call: Gatekeeper to Voicemail or Voicemail.
If either of these scenarios happen, I leave a message following my voicemail script. Once that is done, I send an email referencing the voicemail, change the LEAD STATUS in SalesForce from OPEN to Contacted/Emailed (that’s a custom drop down I created) and then I schedule a 2nd attempt.
I like to schedule the 2nd Attempt for the next day.
If on the 2nd Attempt, I get the same result (gatekeeper to voicemail or just voicemail) I leave a 2nd message, followed by another email, close out the task reminder in SalesForce and schedule a 3rd Attempt.
When to set the 3rd Attempt is debatable. If it was a warm lead, I will call the lead three days in a row in some cases. If I choose to do that, then I set the 3rd Attempt task in SalesForce accordingly. If it’s an older lead, I usually follow the 0, 1, 3, 5, 30, 60 rule.

0, 1, 3, 5, 30, 60 Rule

The 0, 1, 3, 5, 30, 60 Rule works like this:
Day 0 is the first sales call. 1 is 24 hours after the first call. 3 is three business days after your last call. 5 is five business days after your last call. 30 is 30 days after your last call and 60 is 60 days after your last call.
The scenario above is for when you have a lead and you are doing the right things to make contact but you aren’t getting a response from the lead (no-movement).
The last thing you want to do is constantly call the same leads that have no interest in ever buying what you are selling. So it’s important that you have the right amount of touches without spending too much time chasing a lead as well as not investing the time that you should.
Of course, the scenario above is assuming (and this is a BIG ASSUMPTION) that in all your attempts, you have the right opening statements, voicemail and email messages to begin with.
Most sales people don’t hear back from prospects they call / email because they aren’t saying the right things on voicemail or emails. So if you follow a lead management plan like the one above and you aren’t getting anyone to call you back, it might be the message, and not the process, that is causing you to miss quota.
Michael Pedone –
Michael Pedone is the CEO/FOUNDER of SalesBuzz.com. An online sales training company that shows inside sales teams how to: avoid being rejected by gatekeepers, leave voicemail messages that get callbacks and overcome tough pricing objections. Get pricing here to have Michael teach your sales team his techniques!

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