Well, maybe ‘stupid’ is too strong a word, but these are common questions and as a marketer or sales manager you should have the answers.
- “Half of these leads are no good.”
Answer: True - half are no good because slightly less than half will buy in one year. The problem is, only YOU can determine which half will buy.
- “It takes too much of my time to use the CRM system.”
Answer: Once information is entered into the CRM system, it saves you time - time spent on manual forecasting; time spent looking for names and numbers to call when you promised to call; time spent following up on leads pumped into the system automatically from the web, the marketing automation system, trade shows, etc. CRM is a time saver.
- “Do I have to call all of the leads you give me?”
Answer: Yes, you have to call all of the leads we give you because we spent money on your behalf to find these people. Only you can separate out the 50% who will buy from the 50% who won’t.