lead management ppt by chidiebube wilson nzeme, sales officer interra networks ltd
TRANSCRIPT
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Lead Management
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Outline.
Concepts.How to
generate leads.
Lead qualification
.
Lead disqualificatio
n.Lead to sales conversion.
Rules in Lead
management.
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Concepts.Sales process, refers to steps that track interaction with leads from their first point of engagement with a business through to the close of a sale.
A lead, is an individual or organization that expresses an interest in your products or services.
Lead management is the process of generating and nurturing leads in the sales pipeline to a point they finally make a purchase.
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How to generate leads.Customer Referrals
Sales Email
Contact us Forms
Product flyers
Social Media
SEO
Inbound and Outbound Marketing
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Lead qualification methodologies.
BANT FAINT
ANUM CHAMP
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Lead qualification method.
BANT
• Budget• Does the lead have a budget
set aside for this purchase?• Authority• Does the Lead have
adequate authority to sign off on a purchase?
• Need• Does the Lead have a
business pain you can solve?
• Time• When is the prospect
planning to buy?
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Lead Disqualification.
No budget
No authority
No interest
No timeline
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Lead to Sales conversion.
• Email & Call
• Social media
• VisitConnect
• Needs analysis
• Solution
Research• Irresistible
Offer
• PresentationSolution
• Proposal• Negotiati
on• Contract
The sale• Support• Resolve
concerns
Feedback
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Lead to Sales conversion. Connect.
Emails
Personalize
Don’t rush
Sound helpful
Track emails
CallsBe polite
Address resistance early
Leverage on past activity
Build rapport
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Lead to Sales conversion. Research.
Needs analysis
Evaluate industry trends
Qualify your solution Evaluate options
Deliver value
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Lead to Sales conversion. Solution.
Unique solution
Good branding
Pricing Presentation
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The sale.
Proposal
Negotiation
Contract
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Lead to Sales conversion. Feedback.
Closing
After sales support
Product or Service
evaluation
Client satisfactio
n
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Rules in Lead Management.Respond on time
Assign leads appropriately
Keep to appointmentsNurture your leads persistentlySend proposal on time
Update your CRM
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Summary
Lead Managemen
t.• The process of
generating and nurturing leads in the sales pipeline to a point they finally make a purchase.
How to Generate Leads?
• - Customer Referrals• - Sales Emails• - Contact us Forms• - Product flyers • - Social Media• - SEO• - Inbound and
Outbound Marketing
Lead Qualificatio
n.BANT
• - Budget• - Authority• - Need• - Timeline
Lead to sales
conversion.• - Connect• - Research• - Solution• - Sale• - Feedback
Lead management
rules
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