I often hear sales people and sales managers say they need to get more qualified leads. I then follow that up with a simple question: What does an ideal prospect look like? More often than not, my question is answered with some variation of, “Well, uh…..” or “Anybody with……”
In order to get more qualified leads, you must first know what you’re looking for. Here are some questions to help you create your ideal client profile:
- Company size? (Revenue, employees, number of locations etc.)
- Title of decision maker and influencers?
- Location?
- Issues?
- Decision-Making Process?
- Used product/service in the past?
- Incumbent?
- Budget?
- Private or Public Ownership?
- Company life cycle? (Start-up, stable, growth, decline, revamp)
Here’s an example of ours:
- A CEO, President, Sales Leader, or Sales Person (that can move us up the ladder).
- Privately owned company, at least 5 people actively selling and at least one sales manager.
- Located in the Dallas- Fort Worth Area. Multiple locations (even out of state is okay).
- Challenges: recruiting/retaining good sales talent, sales cycle is too long, growth is flat/declining, not sure what metrics to track, no defined sales process, poor sales culture, sales people aren’t held accountable, unsure of what’s in the pipeline, profits shrinking, too much turnover in the sales team.
- Management takes ownership, wants to be involved, and is willing to invest time and money to make changes.
- Not looking for a quick fix, but a long-term relationship.
Once you build your ideal profile, you can put together a prospecting plan on how to find companies that fit that profile.
Email Lareal@SalesMadeEasy.com if you have any questions or if your organization fits our ideal profile.