Get a better structure for generating leads for your Sales & Business Development teams
What if you more easily measure success?
Success is measured according to KPIs as the process is reverse engineered.
Measuring success in Sales goes all the way back to the generation and qualification of leads.
How the lead is generated and where the point of entry is for the sales person matters.
The point of entry for the sales or development person puts him or her in a certain context that frames the sales conversation before anyone even says a word. This can make or break an opportunity before it even is one.
It is imperative not to overlook lead generation in this way.
Many organizations set up their Sales and Development teams for failure from the start. This isn’t intentional or from a lack of importance or even a focus on lead generation.
The problem for sales teams occurs when lead generation gets overlooked or lumped along with other things inside of processes.
The problem for sales and business leaders is in measuring success. Without addressing lead generation in this way, all of the data for measuring success is not there.