Should an inquiry be qualified before it is sent to sales?
5 Key Tactics for Managing Your Leads to Win More Sales

"Never mistake motion for action,” said Ernest Hemingway

Just generating a bunch of inquiries and leads from different sources…I consider that to be ‘motion.’ ‘Action’ occurs when you have a system in place to ensure 100% follow-up of the results over an extended time (an average sales cycle).

When inquiries are abandoned by sales reps at alarming rates (75-90% are said to be never followed-up by a sales representative), the marketing department has to pick up the chore and finish the lead nurturing job.

I know for a fact - the companies that nurture and follow-up 100% of their inquiries and turn what is “turn-able” into leads sell more than those that don’t; 200%-400% more is not uncommon

There is enough research from the marketing automation companies to know that this is no longer just an opinion but established fact. If you want to get the greatest return on your lead generation ‘spend,’ you have two choices:

1. Salespeople must follow-up 100% of the inquiries and not give up until the inquirer says they have bought or will not be buying.

2. Marketing will nurture the inquiry until it is ready to turn over to Sales, or will nurture it during the salesperson’s follow-up process. The two departments will be co-equals in pursuing the inquiries/leads until the person buys or dies.

While both Sales and Marketing are responsible for ‘action,’ Marketing needs to take the lead in determining who will do what and in establishing the timetable.

Have you mistaken motion for action?

Do you have customers who mistake motion for action? Tell us about it. Did you create a sales lead management system? How did it work out for you?

The next blog entry is titled:

Never act until you have clearly answered the question: "What happens if I do nothing?" ~Robert Brault

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