Written by Sean McPheat |
20 June, 2018
Your pipeline is your Holy Grail for future leads.
If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks.
So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business?
Here are a few tips:
Divide your territory in a way that makes sense
One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, and the location of all of these.
Because time in front of qualified customers is the most productive, it’s critical to maximise those moments and minimise the hours spent driving, doing paperwork, and visiting with no or low-return customers and prospects.
The question is, “How are you going to manage your time to make the most of it?”
Based on geography and the number of your accounts and prospects, you may divide your territory by area post code, by customer type, or by product…as long as you’re divvying it up in a logical way.
Minimise the amount of time spent on the road, or backtracking from town to town.
Improve your sources of fresh information
Sources of information will vary according to your customer/prospect’s industry.
Some examples are:
Approach the new leads in different ways
Use LinkedIn’s search engine to build qualified lists of prospects
Some of these ideas will reap quick rewards while others are slow-burners.
The trick is to keep the generation of leads high on your list of priorities so that they help you to keep your pipeline full.