Ask any salesperson if all inbound inquires are leads and he will tell you that they are a waste of time unless they are pre-qualified. Then why do many people refer to them as "leads"?
If the salespersons certainly do not call them as leads; who does ? There are mainly 3 types who call them as leads (1) The companies that make a living by selling lists and databases (2) Marketing departments who want to show that they have done their job by providing plenty of leads to the sales force to call on (3) Bosses who want to make a steep target look easy. Only such people can call lists and inquiries as leads. They may be happy with people asking for RFI (Request for information) but from a salesperson's perspective they are not solid leads.
The majority of inbound inquiries need to be nurtured and qualified with outbound marketing ( email or phone) in order to be 'qualified' as leads. A successful lead-generation program will incorporate a varied mix of inbound and outbound components.
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