The creation and continued growth of new opportunities is essential to sales funnel health. The two activities that have the strongest cause/effect relationship to qualified lead growth among World Class Sales Organisations are.
1. Formalised value proposition
- Knowing why customers are buying, what truly differentiates you in your customers eyes andworking with marketing to craft your message
- Making sure you have enough data, first, about your ideal customer and second, to market to that group, based on why they buy from you.
- Very good prospecting segmentation
- Non generic, very good data-driven prospecting activity
2. Standard process to qualify opportunities
- Applying an Ideal Customer Profile against every opportunity allows organisations to move past the enthusiasm of a new opportunity and have discipline in pursuing opportunities that are aligned with growth objectives.