Sales Prospecting – My 2 Cents

Anything “successful” is directed by a process.  Look at the human body and the process of blood circulation or look at installing an underground sprinkler system.  These are two “things” that work very efficiently and successfully when every step in the process is connected and working together for the end goal they are aimed at achieving.

Creating opportunities that generate forcastable revenue is no different.

An organization must have a process for creating opportunities in place that creates a framework for success.

I have found that the most successful organizations that I work with are ones that take a look at the entire process and evaluate each piece of the puzzle.  Below are a few of the steps in the process of creating opportunities that generate forcastable revenue.

• Messaging
• Marketplace Awareness
• Lists of Prospects
• Marketing to the lists
• Tracking and Nurturing of MQL’s (marketing qualified leads)
• Following-up on MQL’s (teleprospecting)
• Determining when the MQL is ready for transition to sales
• Transitioning MQL’s to sales as SQL’s (sales qualified leads)
• Feedback on SQL’s
• Conversion %’s of SQL’s to forcastable revenue
• Sales Process/Cycle

Again this is a list of items off the top of my head, each one of these has a number of moving pieces that need to be planned for and evaluated as well.

I believe the bottom line is this, if you want to employ a successful process around opportunity generation you need to look at every piece of the puzzle and make sure they are all lined up to support and drive the success of the process.

In this case producing forcastable revenue!

“My 2 Cents”