How To Prioritize Promising Sales Lead
Have you ever wondered how to prioritize promising sales leads? Or how to figure out which sales leads are worth your time?
Key Takeaways
- Fresh leads are worth chasing, and a lead that's sat for months has likely already bought from someone else or decided not to buy.
- Where a lead came from tells you how interested they are, and a lead from your own website usually beats a trade show lead.
- A healthy budget, access to the decision-maker and an immediate need all move a lead up your list.
- A lead that's ready to buy beats one that's just starting research, and the longer the buying cycle, the lower your odds of a sale.
- Weigh all ten factors together, because the more of them that line up in a lead's favor, the better the lead.
If you're in sales, you know that not all leads are created equal. Some leads are far more promising than others. And if you're not careful, you can waste a lot of time chasing after leads that will never pan out and never result in a sale.
Knowing how to prioritize promising sales leads is a big part of the sales process. To do that, you need to look at each lead and figure out which ones are most likely to result in a sale.
So how do you prioritize your sales leads? How do you know which ones are worth your time and which ones aren't?
10 Tips To Prioritize Promising Sales Lead
Here are ten tips that will help you prioritize your sales leads and make sure you're spending your time on the most promising ones:
* Look at the timing of the lead
When was the lead generated? If it's a brand-new lead, it might be worth pursuing. But if it's an old lead that's been sitting around for months (or even years), it's probably not worth your time. It's much more likely that the person who generated the lead has already bought from someone else or decided not to buy at all.
* Look at the source of the lead
Where did the lead come from? Was it generated by your website? By a third-party website? By a trade show? By word of mouth?
The source of the lead can give you some clues as to how interested the person is. A lead that comes from your website is probably more interested than a lead that comes from a trade show and is more likely to result in a sale.
* Look at the budget of the lead
Do you know how much money the lead has to spend? If they have a limited budget, then they might not be a good lead for you. On the other hand, if they have a large budget, then they might be a good lead because they have the means to buy your product or service.
* Look at the decision-maker of the lead
Who is the decision-maker in the organization? Is it the owner of the company? The CEO? The CFO? The purchasing manager? If you can't get to the decision-maker, then the lead might not be worth your time.
* Look at the need for the lead
What is the need for the lead? Do they have an immediate need for your product or service? Or is it something that they might need in the future? If they have an immediate need, they're probably a better lead than someone who doesn't need your product or service.
* Look at the buying cycle of the lead
Where are they in the buying cycle? Are they just starting to research their options? Or are they ready to buy? If they're ready to buy, they're a better lead than someone who is just starting to research their options. And the longer the buying cycle, the less likely it is that you'll make a sale.
* Look at the location of the lead
Is the lead local? Or are they located in another city, state, or country? If they're local, they might be a better lead because they're more likely to buy from you. If they're in another city, state, or country, they might not be a good lead because it'll be harder to sell to them.
* Look at the size of the lead
How big is the organization? Are they small businesses with just a few employees? Or are they large corporations with hundreds or thousands of employees? If they're a small business, they might be a better lead because they're more likely to buy from you. If they're a large corporation, they might not be a good lead because it'll be harder to sell to them.
* Look at the industry of the lead
What industry is the lead in? Are they in an industry that is known for being tough to sell to? Or are they in an industry that is known for being easy to sell to? If they're in a tough industry, they might not be a good lead. But if they're in an easy industry, then they might be a good lead and worth pursuing.
* Look at the competition of the lead
Who are the competitors of the lead? Are they big companies with deep pockets? Or are they small companies that are just starting? If they're big companies with deep pockets, they might not be a good lead. But if they're small companies just starting, then they might be a good lead and worth pursuing.
When you're looking at a lead, keep all of these factors in mind. The more factors that are in favor of the lead, the better the lead is. And the more factors that are against the lead, the worse the lead is.
And remember, even if a lead isn't a good one, that doesn't mean you should give up on them. There are always ways to turn a bad lead into a good one. It just takes some time, effort, and creativity!
Ready to Level Up Your Sales Game?
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