Your business development process dictates your success.
Start with the end in mind and work back.
Who do you actually want to be signing orders with?
Now, what would happen if you designed a business development process that attracted those prospects and repelled all others?
Now, let me ask you another question…
If you had to throw away half of the sales leads in your sales pipeline – how would you feel?
Sure, of course, you get to select which 50% to ditch, but how would you select them, what’s the go/no go criteria?
And, seeing as we’re asking, and seeing that this is only a ‘what if’ exercise, why would you even want to chuck out these CRM leads?
It’s a good question and a fair point…so,
Let’s consider this…
How many deals have you got to or found out about just that little bit too late?
How many times have you looked at your sales pipeline, your sales forecast, realised it far too skinny and then had to start new business development, but been stymied because you just don’t know what contact/lead to call first?
And finally, would you rather be working on a ‘new’ database or ‘fresh data’ than do a deep dive into your existing CRM lead bank?
If you’ve answered yes to any of these then I think you know where I’m coming from…more leads doesn’t always mean you’re straight on to hit your sales target…
More often than not, more leads means that you’ve simply got to do more to sift the good stuff from the ‘what is this doing in here’ stuff…
And any time that you’re sifting is not selling time.
So, where do you want to be, a tight list of well qualified, in profile sales prospects that you really want to do business with or a massive lists of odds and more odds that you’ve got to sift through if you want to make target and keep your sales pipeline and sales forecast accurate and profitable?
So, how do you do it?