Prospecting is a marketing function

Quote:

Originally Posted by susana

In every company I ever worked for, that [qualifying leads] was left up to sales. Susan

That is why most of the leads you received from marketing were of such poor quality that they were not even worth a phone call.

Most of our client companies' marketing departments take responsibility for lead qualification. It's far better to have a $15 per hour marketing clerk making the calls than a $50 per hour salesperson.

Quote:

Originally Posted by JacquesWerth

That is why most of the leads you received from marketing were of such poor quality that they were not even worth a phone call.

Most of our client companies' marketing departments take responsibility for lead qualification. It's far better to have a $15 per hour marketing clerk making the calls than a $50 per hour salesperson.

Totally agree. There's nothing more frustrating than spending your day weeding out tirekickers.

Donnie
Similar to an earlier post, I seem to remember reading somewhere about the philosophy that sales is a part of marketing. The marketing model looked something like this:
Target
Attract
Sell
Keep
Resell
So the 'target and attract' steps in the above could relate to prospecting activity.

Quote:

Originally Posted by marky

Similar to an earlier post, I seem to remember reading somewhere about the philosophy that sales is a part of marketing. The marketing model looked something like this:
Target
Attract
Sell
Keep
Resell
So the 'target and attract' steps in the above could relate to prospecting activity.

That is as good a brief outline as most. However, in Marketing and Sales, there are very few definitions that are generally agreed upon.

Top salespeople earn more than the average CEO of Fortune 1,000 companies. The primary reason is that they utilize precise sales processes that are far more effective than a general understanding of sales.

"The primary reason is that they utilize precise sales processes that are far more effective than a general understanding of sales." -- JW

Assuming personalities differ, do these top income earners utilize similar precise sales processes and what do they have in common, Jacques?

MitchM

Quote:

Originally Posted by MitchM

Assuming personalities differ, do these top income earners utilize similar precise sales processes and what do they have in common, Jacques?

I think you will find a lot of similarities among top income earners in how they approach prospecting, qualifying, presenting, and closing.

True - I look forward to JW's post if he makes one - I've watched top income earners with our company - personalities differ - those earning $500k+ yearly are efficient with their time, make lots of contacts, are committed to the process we have, and know what they want out of their business.

Quote:

Originally Posted by AZBroker

I think you will find a lot of similarities among top income earners in how they approach prospecting, qualifying, presenting, and closing.

Yes and similiarities in the way they approach "success".

Quote:

Originally Posted by AZBroker

I think you will find a lot of similarities among top income earners in how they approach prospecting, qualifying, presenting, and closing.

To a large extent, you are correct.

However, we differentiate between the Top One Percent of Salespeople and the other 99 percent. Most of the Top 1% sell very much like each other, and very differently from the other 99 percent.

As an example, below the 96th percentile, most sales people understand that it is very important to �qualify� their prospects. Conversely, the Top one percent are always in the �disqualification� mode - not only when they are prospecting, but throughout the entire sales process.

The disqualification attitude makes a huge difference in their closing effectiveness.

Quote:

Originally Posted by JacquesWerth

The disqualification attitude makes a huge difference in their closing effectiveness.

I can see how that would make a difference.

Quote:

Originally Posted by Houston

Yes and similiarities in the way they approach "success".

What would be an example Houston?

Prospecting is a marketing function

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