If you follow our blog, read our articles in Salesforce, Quotable, Selling Power, and other places, or attend our webcasts, you know that we make a big deal of focusing salespeople reaching their best possible leads. Too often salespeople have a sales pipeline full of bad deals that consume precious time they could invest more productively elsewhere. You want your sellers to pursue good sales leads. But what makes a sales lead ‘good’? In our minds, a sales lead is ‘good’ and worth pursuing if it is both desirable and winnable.
Wantable Sales Leads
So, what makes a sales lead desirable? Well, most companies have some form of go-to-market strategy, which is to sell certain types of products to certain types of customers. In fact, in our foundational sales metrics research, we discovered that 61% of sales forces tracked types of products sold, and 73% tracked types of customers acquired. Sales leaders
