8/24/11

Leads, Prospects & Suspects: Operations & Opportunities (Part 12)

The Operations and Opportunities series will posted on Tuesdays Wednesdays, and Thursdays through the month of August 2011. A number of operational issues will be addressed in the blog. For more detail, depth or individual information and answers, please contact Soltys, Inc. Comments and questions are welcome. We will post answers and responses.


What is a business lead? I have had the opportunity to head, coach, consult with, observe and sell through sales organizations in many different industries and have found that perhaps one of the most used and abused terms would have to be “lead”. In reality business machines are often clogged with pseudo leads which become hiding places from accountability and efficiency.

If you think about what takes the most time, cost, effort and maintenance in business it is often lead generation, development and cultivation into a sale. Whoever wrote the line that, "nothing happens until something is sold", was probably only looking at the bottom line.

The term "lead" has become almost a sacred currency in business especially in terms of driving business from the Internet. But like any currency, there are different denominations and valuations attached. Contact lists are not worth much more than pennies in lead currency. Even though there are companies happy to sell you these with varying amounts of information, you will really have to work the list to generate any dollars. These do not even qualify as suspects when only on a list.

Suspects are a bit more valuable, perhaps a nickel. There is some reason or driver for them to be likely to do business. Whether they have identified themselves or through data mining you have determined that they belong on your target list.

A prospect is a bit more valuable like a dime. Prospects have usually identified themselves, stated a need and, in many cases, given an indication of their interest in working with you. They are not yet a lead but have a higher likelihood of becoming a lead and turning into dollars. These still require a lot of work, need definition and guidance. They will really clog the gears of the business machine if treated as a lead.

Leads, like state commemorative quarters, come in many variations. They have identified business needs, a time frame and are able to do business. Until qualified, all leads have the same value and won’t get you very far if you want to buy something. Lead qualification must be done before they are processed in the business machine as a lead. If I were to try to forecast business results on the basis of the number of leads (a KPI – Key Performance Indicator) my predictions would be worthless without qualification.

“A” leads have all three key criteria - ready, willing and able. They can usually consummate business by going to contract, agreement or sale within a very short time frame. In most businesses, this is 30 days or less.

“B” leads are missing one the three key criteria – ready, willing or able. They are often 2 – 3 times longer in the sales process than an A lead.

“C” leads are missing two of the three criteria – ready, willing or able. The time frame can be 3 times longer than an A lead to never, as they are also usually missing motivation.

“D” leads are really dead. They have either been mistaken as a lead or are a lost opportunity. A lot of time and money are wasted on these thinking that they will be future business.

No matter what type of business you are in, your sales and management processes should focus on capitalizing the “A” leads. The Baltimore study mentioned in the blog post “Knock, Knock – Who’s Here?” gave a pretty good example of lost opportunity. Knowing and managing the differences in leads, prospects and suspects makes a real bottom line difference.

44 comments:

Anonymous said...

I like the way you suggest as a means to classify a lead as "A" "B" or "C". I have also seen them classified by % likelihood to convert to a deal.

Brand Marketing India said...

I admit, I have not been on this webpage in a long time... however it was another joy to see It is such an important topic and ignored by so many, even professionals. I thank you to help making people more aware of possible issues.
Regards,
Neeti Biz

Anonymous said...

www.blogger.com should be 1st in google search results, i can help you

[url=http://www.youtube.com/watch?v=x3CVtofqLlA]best pay per download[/url]
[url=http://www.youtube.com/watch?v=_01UWaNAEJw]pay per download file hosting[/url]
[url=http://www.youtube.com/watch?v=o0Stq4HjtiY]pay per download site[/url]

Anonymous said...

Hi www.blogger.com owner, are you interested in links exchange? Reply to my email
[url=http://www.youtube.com/watch?v=M1Zraug95UE]Unlock LG Spectrum 2[/url]
[url=http://www.youtube.com/watch?v=zPGeNetKo3o]Unlock Motorola Electrify M[/url]
[url=http://www.youtube.com/watch?v=VpDuo-K4LEs]Unlock Nokia Lumia 810[/url]

Anonymous said...

How to unlock your phone for free
[url=http://www.youtube.com/watch?v=UK-KZU2GCiw]Unlock Nokia 5230 Nuron[/url]
[url=http://www.youtube.com/watch?v=p2N7FMzNNv8]Unlock Nokia 6210 Navigator[/url]
[url=http://www.youtube.com/watch?v=24CDKB--424]Unlock Nokia 6121 classic[/url]

Anonymous said...

A lot of quality articles i see on your www.blogger.com
[url=http://www.youtube.com/watch?v=npyH7JTlb-k] Unlock Nokia 6500 Slide[/url]
[url=http://www.youtube.com/watch?v=MCHNdJemOD8] Unlock Nokia 6500 classic[/url]
[url=http://www.youtube.com/watch?v=6xsUMR-zwMc] Unlock Nokia 6555[/url]

Anonymous said...

[url=http://buycialispremiumpharmacy.com/#btsfr]cialis online[/url] - generic cialis , http://buycialispremiumpharmacy.com/#pxsno cialis online

Anonymous said...

[url=http://buyviagrapremiumpharmacy.com/#lqwsb]buy cheap viagra[/url] - viagra online , http://buyviagrapremiumpharmacy.com/#ahziw buy viagra online

Anonymous said...

Hi, provigil online - buy provigil http://www.provigilpills4sale.com/, [url=http://www.provigilpills4sale.com/]buy provigil online [/url]

Anonymous said...

4, [url=http://www.benefitsofisotretinoin.net/]cheap isotretinoin [/url] - buy accutane without prescription - generic isotretinoin http://www.benefitsofisotretinoin.net/.

Anonymous said...

[url=http://buyonlineaccutaneone.com/#xhiqa]order accutane[/url] - accutane online without prescription , http://buyonlineaccutaneone.com/#wfenv buy accutane

Anonymous said...

Thankfulness to my father who stated to mee concerning
this weblog, this website is in fact awesome.



Also visit my web blog: docs.google.com ()

Unknown said...

zd0723
gucci shoes
beats headphones
air jordan shoes
ugg boots uk
oakley sunglasses wholesale
ray ban sunglasses outlet,ray ban sunglasses,ray ban,rayban,ray bans,ray ban outlet,ray-ban,raybans,ray ban wayfarer,ray-ban sunglasses,raybans.com,rayban sunglasses,cheap ray ban
los angeles clippers jerseys
toms shoes outlet online
supra shoes
arizona cardinals jerseys
lebron shoes
oakley sunglasses outlet
north face jackets
beats by dre
nike mercurial
mizuno running shoes
mulberry outlet
ugg uk
nhl jerseys wholesale
kobe bryant jersey
hermes bags

Anonymous said...

cheap oakleys
Oakley Outlet Stores
Coach Outlet Factory
oakley sunglasses
Louis Vuitton Handbags
fitflop sandals
Oakley Sunglasses
ray ban sunglasses
michael kors outlet
toms outlet store
Jordans For Cheap
true religion jeans
Michael Kors Purse
Cheap Uggs
Oakley Store
Michael Kors Handbags
Michael Kors Bags
Cheap Air Jordan
Cheap Oakley Sunglasses
cheap oakley sunglasses
michael kors handbags

chenlina said...

chenlina20151210
michael kors handbags
coach factory outlet
michael kors uk
louis vuitton
air max 95
toms shoes
mont blanc legend
hollister
kobe 9
coach factory outlet
cheap air max
gucci outlet
uggs outlet
polo ralph lauren
michaek kors outlet
louis vuitton handbags
louis vuitton
gucci shoes
canada goose jackets
jordan retro 11
christian louboutin
ugg outlet
ray ban sunglasses outlet
michael kors outlet
marc jacobs handbags
michael kors outlet
ray ban sunglasses outlet
longchamp outlet
ugg boots
hollister co
louboutin pas cher
pandora outlet
canada goose outlet
uggs outlet
ugg boots
swarovski outlet
abercrombie
canada goose outlet
abercrombie kids
ray bans
as

Anonymous said...


lebron james 13 shoes
buy oakley sunglasses online, Cheap Oakley Youth Sunglasses, Cheap Oakley Sunglasses Online
Ray Ban Sunglasses for sale, Cheap Ray Ban Sunglasses Sale , Ray-Ban Sunglasses UK
Nike Air Max 1 Ultra Moire store
New Balance outlet
Adidas Superstar 2
Jordan Pas Cher
2016 Nike Kobe 11
Boutique Officielle Converse
Basketball Shoes Curry 2
Discount Nike Air Max 2016 Shoe
wmns nike free schuhe
adidas springblade pro shoes
New Balance 996 Price
adidas neo light run scarpe
Nike Air Force Damen Wei?
kobe 11 on sale
Nike Lebron 11 Elite Blanco Rojo Negro
Nike Youth Lebron Basketball Shoes
adidas climacool in Damenschuhe eBay

chenlili said...

chenlili20160620
louis vuitton purses
michael kors outlet clearance
true religion outlet
coach outlet clearance
coach factory outlet
marc jacobs handbags
louis vuitton bags
louis vuitton outlet
cartier watches
christian louboutin
nike outlet
toms wedges
hollister outlet
giuseppe zanotti outlet
christian louboutin wedges
louis vuitton bags
coach factory outlet online
coach outlet store online
burberry outlet
jordan 6s
coach canada
adidas originals
michael kors outlet
tory burch boots
nike sb janoski
coach factory outlet online
toms outlet
rolex watches
cheap toms
timberland shoes
ray ban sunglasses
coach outlet
tory burch outlet online
christian louboutin shoes
oakley vault
coach outlet store online clearances
louboutin
pandora outlet

raybanoutlet001 said...

air max thea
tiffany and co outlet
adidas yeezy uk
cheap air jordans
oakley sunglasses
cheap nfl jerseys
yeezy shoes
cheap air jordan
michael kors uk
true religion jeans
michael kors handbags
yeezy sneakers
oakley sunglasses
kobe bryant shoes
nike polo
air max thea
michael kors factory outlet
adidas yeezy boost
yeezy boost 350
nike huarache
tiffany online
http://www.cheapbasketballshoes.us.com
cheap oakleys
links of london
nike roshe run
cheap air jordan
nike air zoom pegasus 32
ralph lauren online
tiffany and co uk
ray ban sunglasses
true religion jeans

chenmeinv0 said...

michael kors handbags
adidas nmd for sale
burberry scarf
tommy hilfiger clothing
ugg pas cher
coach factory outlet
louis vuitton purses
louis vuitton outlet
louis vuitton outlet
gucci outlet online
20169.28chenjinyan

xumeiqing said...

20161109meiqing
ugg boots canada
cheap oakleys
adidas outlet
christian louboutin
louis vuitton outlet
ralph lauren outlet
michael kors purses
levis jeans
cheap ray ban sunglasses
nike shoes

chenmeinv0 said...

north face jackets
michael kors handbags clearance
coach factory outlet
oakley sunglasses
cheap ugg boots
adidas outlet
coach outlet online
ugg boots paris
beats headphones
michael kors outlet online
2016.12.8xukaimin

Unknown said...

whitsunday cruisess

Unknown said...

nmd
air max
adidas stan smith sneakers
adidas stan smith
adidas stan smith shoes
adidas stan smith
adidas tubular shadow
adidas tubular
adidas tubular shadow
adidas tubular

Unknown said...

michael kors handbags
adidas shoes
air jordan uk
oakley sunglasses
cheap jordan shoes
polo ralph lauren
pandora outlet
cheap oakley sunglasses
houston rockets jerseys
michael kors uk
20170418CAIYAN

Gaia1956 said...

MESE London

Gaia1956 said...

it shirts

Gaia1956 said...

whitsunday cruises specials

Gaia1956 said...

dutch passion blueberry

Gaia1956 said...

german trade register

Gaia1956 said...

restaurants beach

Gaia1956 said...

jaz amsterdam

Gaia1956 said...

buy and sell

Gaia1956 said...

whitsunday cruise deals

Gaia1956 said...

ибей по русски

Gaia1956 said...

ταινιεσ online greek subs

qqq said...

michael kors handbags
fitflops
adidas outlet
mulberry outlet
adidas superstar
adidas shoes
nike free run black
true religion outlet
chi flat iron
michael kors outlet online
170721yueqin

adidas nmd said...

polo ralph lauren
michael kors handbags
nike outlet
oakley sunglasses wholesale
ralph lauren uk
christian louboutin outlet
cheap oakley sunglasses
yeezy boost 350
oakley sunglasses wholesale
gucci outlet

chenlili said...

mont blanc outlet
uggs outlet online
michael kors outlet
ugg boots clearance
ferragamo outlet
cheap jordans for sale
canada goose jackets
clarks outlet
kate spade outlet store
nike shoes
20171225wanglili

Pengobatan Scabies secara Alami said...

It is great to have visited your website. Thanks for sharing useful information. And also visit my website about health. God willing it will be useful too

Obat Penghilang Jerawat dan Bekasnya
Cara Menyembuhkan Batuk Berkepanjangan
Cara Mengobati Pengapuran Tulang
Obat Pengapuran Otak pada Anak
Cara Mengobati Cacingan
Obat Benjolan di Belakang Telinga

chenlili said...

polo ralph lauren outlet
flip flops
adidas stan smith shoes
louis vuitton outlet online
air max
jordan 1
manolo blahnik shoes
oakley vault
louis vuitton outlet
fingerlings monkey
20184.24chenjinyan

Pengobatan Penyakit Hepatitis said...


It is great to have visited your website. Thanks for sharing useful information. And also visit my website about health. God willing it will be useful too

Obat Tradisional Cedera Lutut/Keseleo Lutut
Obat Penambah Berat Badan Alami
Cara Mengatasi Sakit Perut saat Haid
Pengobatan Sakit Pinggang secara Cepat & Efektif
Obat Herbal Penghancur Miom
Cara Menghilangkan Benjolan di Miss V

Unknown said...

ray ban sunglasses
lebron 11
sac guess
vanessa bruno
barbour
nike outlet
hogan shoes
converse chuck taylor
nike air max plus
new balance
2018.6.11chenlixiang

chenlina said...

miu miu sunglasses
basket store
chanel
abercrombie
chi flat iron
mac makeup
designer sunglasses
curry 2
10 deep clothing
designer sunglasses
chenlina20180627

Obat Penyakit Anemia Aplastik said...

This article is very useful, thank you for sharing. And allow me to share articles too, it's about health and treatment. God willing it will be useful for us all. Thank you :)

Cara Menyembuhkan Polip Hidung Tanpa Operasi
Obat Bintitan Paling Ampuh
Obat Ampuh Sembuhkan Flu Berkepanjangan
Cara Menghilangkan Benjolan di Ketiak
Obat Ampuh Psoriasis
Cara Mengatasi Kesemutan yang Terus Menerus