Having led sales teams for over 25 years I have heard salespeople frequently say …”If I only had more leads I could…” They say they could close more sales, sell more new products, and become more important to their distributor network…and so on. Like a carpenter with only a hammer, the solution is to just nail more leads. The trouble is the quickest way to improve revenues is not more leads.
What you need to do to quickly impact the bottom line is improve your sales close percentage with the leads you already receive.
Market leaders clearly understand the buying process and buying criteria.
Market leaders create sales tools to help their sales teams close a greater percentage of sales leads and create sales velocity.
Market losers play “extrapolation exasperation” …if their team closes two sales out of ten leads, and they need to close six new accounts…its simple: we need more leads (30 or so)
You have already made the investment in marketing to drive the clicks…why not improve your team’s ability to turn clicks to customers?