- Prospect – Recognizes the value of your products or services and has engaged in initial, informal discussions about moving forward.
- Dance – In the process of talking about specific products or projects, but yet to decide if your company is the perfect partner.
- Quote – Has received a formal proposal that outlines the cost and timeline of a given project.
Friday, June 7, 2013
How many times have you engaged in a conversation with a potential customer and never made contact again? Whether you lost their business card or simply forgot about them, you missed an opportunity.
Lucky for you and your team, there are powerful tools available to help you make sure you never let another one slip away. It’s now easier than ever to stay on top of leads through web-based customer relationship management (CRM) programs like Salesforce.com.
Here’s a quick primer at the two main categories of leads and how to use them.
Leads – Pretty much anyone that meets your target audience criteria. Leads are categorized by cold (people or businesses that do not know who you are) and warm (leads that have a prior relationship with you). Each can be assigned to a specific person on your sales team to increase accountability for converting this lead into revenue.
Opportunity Pipeline – Leads who recognize the need for your company’s services and have engaged in multiple conversations with your team. Keep track of the conversations in the “status update” section to gauge your progress and share notes to tailor your next message to that company’s needs. The opportunity pipeline is separated by three stages: