1. Define your goals
You can’t succeed if you don’t first define what success looks like. Do you need more customers, more sales per customer, or higher margin product or service sales? Knowing your goals will drive every aspect of your marketing and sales strategy.
2. Map your process
Whatever your sales process is, analyze it and you will immediately see where you have gaps, inefficiencies, or duplication of efforts – all of which will contribute to the next step.
3. Measure Leads
Remember that you will get 80% of your sales from 20% of your customers. Where your customer enters the funnel is key, but even for these brand new buyers at the top of the funnel, you can evaluate your leads by looking at some basic information:
– Needs: Does this customer need what you are selling? Let your CRM software do the qualification part for you as you develop your lead capture process.
– Budget: Can this client afford what you are selling? Even if you offer products at different price points, you need this information upfront so you can direct your buyer to the right level for their needs and budget.
– Timeline: Your business strategy will help you decide whether you want to prioritize customers who are ready to buy right now, or whether you need to develop customers whose demand better matches your offer.
via fool.com
