09-20-2017 12:04 PM
Leads.. every sales org has them. Cold ones such as subscription lists, and warm ones from trial and white paper registrations.
Apart from the amusing registrations using NSFW email addresses that are immediate skips, how do you qualify/triage a new lead in your company?
Me first. In my market, I look for a valid corporate presence, with cross check on LinkedIn for a profile (the cross check is not always a good verifier). Mom & Pop's, single product e-coms, online marketing, legal, plus others tend to be low value prospects or time wasters. Lead's title carries weight. Positions of influence get more attention from me than a staff member who doesn't have purchase or budget authority.
How about you?
09-22-2017 08:24 AM
I learned a long time ago that just because a lead does not have an important title, does not mean they do not have influence on the decision maker or even the ultimate decision. They may have been instructed by the decision maker to "run with it". They may also be the one person that the decision maker looks to for opinions and assessments.
Of course, depending on where and how the lead was generated, you have to make your initial assessment of the validity and potential before spending any time on what might be a dead end. But, I have also gotten business out of speaking with a highschool student who was looking for information to help with a school science project. Just saying.
I agree that looking for valid corporate contact information is a good way to start. If the lead only provides a gmail or hotmail address, then it makes me very suspicious that it is a time waster.