Have you ever wondered how many companies grow a steady stream of customers into their business? Or how they are able to make people call or contact them directly, only when they are ready to buy?
Many companies have a strategy to first get people on the phone or contact them directly without a process to pre-qualify them. This is a huge and costly mistake that suppresses your sales departments time, instead of only dealing with leads that are ready to buy, and only focusing their time on the close and for how much, instead of educating the lead about your products and services.
Sales Automation in the process that defines how you pre-qualify leads based on automated sets of criteria. If you automate the process you will be able to rank and score each individual lead that comes into your business, to ascertain their buying capabilities and their eagerness to buy your product or service.
If you think about it logically and look at your own sales team, or even your own time. How many sales does your team make on a daily basis for your business? Let’s say they make 5 sales, I bet they have talked to more people than that within the working day. What would happen if your sales team only talked to the people that scored hotter than hot on their lead score? Do you think they would have more time to close bigger and better deals for your business?