The Five Stages Of IT Sales Leads Prospecting

The Five Stages Of IT Sales Leads Prospecting

For a lot of businesses, being able to generate new IT sales leads pretty much spells the difference between success and failure in the market. For that reason, you could see a lot of firms spending a lot of their time and efforts in marketing their business to interested prospects. Some might have spent thousands for elaborate training or seminars to turn their telemarketing team into a ‘viable’ marketing force. But, if truth be known, you really do not have to go through all these hefty effort to promote your business.

Actually, if you examine successful lead generation campaigns, you will note at least five selling stages that you need to pass. Each successful stage serves as a launch pad to reach your goals. And here is how you do it:

  1. Get a clean calling list – if you do not know who to contact in the market, then you should ask for a little help from professional business database providers. A good firm would be able to provide you with a clean and updated list of business prospects for your marketing campaign.
  2. Craft a good sales script – not that you should create one that sells and sells to your potential B2B leads. Rather, you should create a call flow that will serve as your guide in dealing with objections and the appropriate reply you should use.
  3. Set your goals – this could be an arbitrary number or it could be based on industry standards, but setting a specific sales goal will help you well during the campaign. Set a target of prospects that you need to meet in order to achieve a certain number of sales leads in your pipeline.
  4. Have the correct mental disposition – as what many marketers say, attitude is everything. Before you make that call, take a deep breath and stay positive. Put a smile on your face and tell yourself that you will be successful.
  5. Make the call – take the plunge, call your prospects, talk business with them. The only way for you to achieve your sales goals is by taking that first step in the marketing process.

Just a parting advice: make sure you are listening actively to what your prospects are saying. If you sense that your sales lead is ready to buy, you can ditch the sales script and proceed with the sale. It is that easy.