Sales Leads – When Details Go Missing « ledgerleads_blog

Sales Leads – When Details Go Missing



December 21st, 2012

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Whether it is sales leads or accounting, nobody really likes it when something goes missing. In lead generation, a few missing details makes everything riskier for sales. In accounting, missing records can arouse suspicion. On that note however, paranoia and obsession are far from the best reactions.

What To Do When Sales Leads Come Up Short On InformationSales Leads, Accounting Service Leads, Appointment Setting

The value of sales leads lies in their ability to improve a salesperson’s success by sharing useful information about prospects. In the case of accounting, problems in the tabulations and an increased payload of financial data could indicate a need for better services (or at least more of same one).

When that information comes up short though, it can be like when accounting information comes up short: you feel something is missing. People’s negative reaction to that realization makes it undesirable. But without knowing how to put it under control, your salespeople could be like bitter, medieval misers who go into a fit of rage just because of a few missing coins.

No matter how important your sales leads are, there is a need to be calmer, more realistic course of action when it accounting services leads come up short:

  • Reevaluating the process (calmly): Review the phases that your accounting sales leads went through. Perhaps the details were lost somewhere along the way. All you need to do then is go back and have that particular phase retrieve what was missing to finally have these sales leads qualified.
  • Understanding the value of what was missing: It is one thing to miss a few coins. It is another when a billion suddenly vanishes from your assets. Along the same line, your salespeople should always demand more information from their sales leads than what they need. It cannot be the same when it is the most critical information that has not been determined.

Related Content: How Many Sales Leads Can You Take?

  • Managing risks and damage: Sometimes what is gone stays gone. Retrieving it would prove to be a waste of time. You need to do something about the sales leads you managed to qualify or meet with sales on how to make do with what little your lead generator managed to find out.

A common bad habit in accounting is caring so much about every penny when the overall return has been positively profitable. Sales leads should be viewed in an equally balanced manner. Yes you can concern yourself when you did not get all the information you wanted. That is not the same as worrying about information you do not always need.

Related Content: Scrutinize Your Sales Leads As Much As Prospects Scrutinize You

Instead of a knee-jerk panic reaction, take a closer look at what is really missing in your sales leads and only then can you start raising the urgency to a matching and appropriate level. It is not worth devaluing your entire B2B appointment setting campaign just because a few tidbits of data were missing.

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