Also known as lead scoring

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Attempt to contact a representative who has completed their research and is in contact with a supervisor. A sales representative has been contacted to have a conversation with a potential customer. Working on New Opportunities A new opportunity with a lead has been identified and the sales representative is driving the opportunity. Closing leaders are in final negotiations. Deal winning prospects are now customers. Deals failed due to reasons such as price, lack of functionality, etc. Leads did not convert. Unqualified leads. Potential customers who will never buy because they are not your target audience. Deal Size Your sales tracking system should track the monetary value of potential deals.

This will help you categorize leads based on their value to your company, deal sizing can help you identify high-value customers and differentiate them from others so that you can adjust your focus accordingly. and information. For example you might want to send different types Email Marketing List of communications to high-value leads compared to low-value leads. Opportunities to Sell As you progress with your leads you will come to understand how likely they are to buy. For example, if a business decision-maker shows interest in your product or service, your chances of ultimately closing the sale will be higher. In this case it would be helpful to have the ability to track its likelihood of conversion.




This information can help you determine how to nurture that specific lead. For example you might send different communications to a prospect who is almost certain to buy compared to a prospect who is unlikely to convert. Potential Close Dates for Deals Adding an estimated close date for each lead can help your sales reps stay focused and on schedule. Ideally a sales rep should process a deal within a designated time frame that is as close as possible to the average time it takes for the team to close a deal. To make this easier for sales reps use sales tracking software that predicts deal close dates. If a deal stalls they can pause the deal and document it for strategic follow-up as needed.