際際滷

際際滷Share a Scribd company logo

Sales leads

Sanjay Singh
Sanjay Singh

Sales Leads are the raw material for sales. This ppt talks about the types of leads and the process to take leads from a stage to a higher stage.

1 of 10
Download to read offline
Sales Leads Sales Ki Pathshala S a n j a y S i n g h SPEAKER India's top rated Sales Trainer
Agenda What is a Sales Lead? What are the different types of Leads? The journey from MQL to SQL Leads The journey from SQL to BANT Leads The MQL - SQL - BANT Ratio Role of Leads in Sales Funnel In a nut shell 05 MINS 05 MINS 05 MINS 05 MINS 05 MINS 05 MINS 01 MINS
3-STEPS PROCESS MODEL SQL : BANT RATIO BANT MQL : SQL RATIO SQL SUSPECT : PROSPECT RATIO MQL 1 2 3
What is a Sales Lead? A Prospect who is willing to participate in the Sales Process is a Sales Lead. SUSPECT LEAD MAGNET PROSPECTS
THINGS TO DO PREPARE YOUR CUSTOMER SILOS FOR EACH TERRITORY PREPARE YOUR LEAD MAGNETS FOR EACH CUSTOMER SILO SHARE LEAD MAGNETS WITH SUSPECT DATA AND KEEP ANALYTICS HANDY 1 2 3
3 TYPES OF SALES LEADS Marketing Quali ed Lead Willingness to Buy Sales Quali ed Lead Willingness to buy Capability to buy Urgency to Buye Fully Quali ed Leads Budget, Authority, Need, Timeframe 40% 20% BANT MQL SQL 40%
3-STEPS PROCESS MODEL MQL - SQL The customer is willing to buy from you. Do you have the Letter of Intent? (LOI) Step 1 Is the customer capable to buy from you? Do you have the KYC form lled up? Step 2 Does the customer have any urgency to buy your product? What is the urgency? Stock Status? Step 3
1 Do you have any budgetary approval from client? Process 1 3 What is the "Need - Pain - Risk" at the customer's end which you propose to solve? Process 3 2 Are you talking to the Authority? Process 2 4 Has the client decided any time frame to buy? Process 4 PROCESS SQL -BANT
ROLE OF LEADS IN SALES FUNNEL THE MORE THE NUMBER OF LEADS , MORE THE NUMBER OF ORDERS!
In a Nutshell Maximise Lead Generation Consciously push MQL- SQL - BANT Fix Turn Around Time (TAT) Regularly monitor TAT Your Lead Score will determine the robustness of your sales funnel

More Related Content

Sales leads

  • 1. Sales Leads Sales Ki Pathshala S a n j a y S i n g h SPEAKER India's top rated Sales Trainer
  • 2. Agenda What is a Sales Lead? What are the different types of Leads? The journey from MQL to SQL Leads The journey from SQL to BANT Leads The MQL - SQL - BANT Ratio Role of Leads in Sales Funnel In a nut shell 05 MINS 05 MINS 05 MINS 05 MINS 05 MINS 05 MINS 01 MINS
  • 3. 3-STEPS PROCESS MODEL SQL : BANT RATIO BANT MQL : SQL RATIO SQL SUSPECT : PROSPECT RATIO MQL 1 2 3
  • 4. What is a Sales Lead? A Prospect who is willing to participate in the Sales Process is a Sales Lead. SUSPECT LEAD MAGNET PROSPECTS
  • 5. THINGS TO DO PREPARE YOUR CUSTOMER SILOS FOR EACH TERRITORY PREPARE YOUR LEAD MAGNETS FOR EACH CUSTOMER SILO SHARE LEAD MAGNETS WITH SUSPECT DATA AND KEEP ANALYTICS HANDY 1 2 3
  • 6. 3 TYPES OF SALES LEADS Marketing Quali ed Lead Willingness to Buy Sales Quali ed Lead Willingness to buy Capability to buy Urgency to Buye Fully Quali ed Leads Budget, Authority, Need, Timeframe 40% 20% BANT MQL SQL 40%
  • 7. 3-STEPS PROCESS MODEL MQL - SQL The customer is willing to buy from you. Do you have the Letter of Intent? (LOI) Step 1 Is the customer capable to buy from you? Do you have the KYC form lled up? Step 2 Does the customer have any urgency to buy your product? What is the urgency? Stock Status? Step 3
  • 8. 1 Do you have any budgetary approval from client? Process 1 3 What is the "Need - Pain - Risk" at the customer's end which you propose to solve? Process 3 2 Are you talking to the Authority? Process 2 4 Has the client decided any time frame to buy? Process 4 PROCESS SQL -BANT
  • 9. ROLE OF LEADS IN SALES FUNNEL THE MORE THE NUMBER OF LEADS , MORE THE NUMBER OF ORDERS!
  • 10. In a Nutshell Maximise Lead Generation Consciously push MQL- SQL - BANT Fix Turn Around Time (TAT) Regularly monitor TAT Your Lead Score will determine the robustness of your sales funnel