Yehey

SALES FUNNEL/PIPELINE – Representation of the trust-based sales process and strategic sales prospecting process.

Generating Sales Leads

Determining Sales Prospects

Prioritizing Sales Prospects

Preparing for Sales Dialogue

-Remaining Stages in the Trust-Based

Sales Process

SALES LEADS/SUSPECTS – Org. or individuals who might possibly purchase the product/service.

QUALIFYING SALES LEADS – Salesperson’s act of searching out, collecting, and analyzing information to determine the likelihood of the lead.

SALES PROSPECT – Individual or org. that has a need for the product or service.

STRATEGIC PROSPECTING – Process designed to identify, qualify, and prioritize sales opportunities.

IDEAL CUSTOMER PROFILE – Firm’s best customers.

COLD CALLING – Contacting sales lead unannounced and with little or not info. about the lead.

REFERRAL – Name of a company or person given to the salesperson as a lead by a customer or even a prospect who did not buy at this time.

INTRODUCTION – Variation of a referral where, in addition to requesting the names of prospects, customer prepare a note/letter of introduction that can be sent to the potential customer.

CENTER OF INFLUENCE – Well-know and influential people who can help a salesperson prospect and gain leads.

NONCOMPETING SALESPEOPLE – Salesperson selling noncompeting products.

ELECTRONIC NETWORKING – Using websites designed to help salespeople identify and gather information about prospects.

COMPANY RECORDS – Info. about customers in a company database.

ADVERTISING INQUIRIES – Sales leads generated from company advertising efforts.

INBOUND TELEMARKETING – The prospects calls the company to get information.

OUTBOUND TELEMARKETING – Salesperson contacts the prospect by telephone.

TRADE SHOWS – Events where company purchase space and set up booths that clearly identify each company and its offerings and staffed with salespeople.

SEMINARS – Presentation which salespeople give to...