Qualification - The Sales Evangelist

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Donald Kelly, Business Development, Sales Leader

TSE 762: The Main Reason Why You Feel Your Leads Are Not Qualified!

Donald Kelly, Business Development, Sales LeaderQualified leads are some of the most important things to salespeople. However, often times when leads come in, they are not qualified effectively.

Today, I’m sharing some business development concepts to help you get to the next level of success. You will learn my most leads seems they are not qualified. Listen and learn more.

So you get a lead then you think they’re not ready. They have no money, they have no time, or they’re still using other systems. Marketing is giving us all these “leads.” And you see, there’s a misalignment here.

Make Things Clear

First, make sure you define what you’re looking for from the get-go.

Just let your business development rep get you appointments.

That’s just their job. It’s the closer’s job to educate the customers. This way you get to have a more qualified lead.

Again, really define to your business development reps what they’re doing. You need to clearly explain them what kind of leads you want so you get better, more qualified leads

Are you just setting appointments with anyone in your ideal customer profile?

Or are you really qualifying and getting someone a lead on a silver platter?

To get yourself better at getting better leads, check out The Sales Development Playbook if you’re trying to build a pipeline or trying to build some processes in place.

Or if you want to figure out how you can attract qualified companies into your pipeline, check out Donald Miller’s book, Building a Story Brand.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

Building a Story Brand by Donald Miller

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TSE 567: Using Bots and Messenger To Qualify More Leads

Leads, Bots, Donald Kelly, The Sales EvangelistLead generation is one of the major challenges we have as sellers and you can actually improve the way you generate leads through thinking smarter, not working harder.

With the launch of our new website, we will be implementing a technology that will help us communicate better with you and also find a way for us to generate in-house leads.

Be a “smarketer.”

This term, which I got from Marcus Sheridan who was one of our past guests, refers to the idea of the evolving role of sales professionals. We can’t just do the same old things and expect to close deals. New things have to be done. We have to figure out new ways to be able to keep on the forefront of our prospect’s mind and to help them convert.

Join the Summit of Content Marketing!

It’s an online, worldwide conference featuring over 100 speakers happening on May 22 to June 02, 2017. Registration fee is $199 before May 8 and $299 afterward. I will be one of their speakers where I will talk about using bots and messenger so you can generate more leads.

Today, I’m going to share a few tips on this topic so you too can implement this into your system

Not All Leads Are Created Equal: It’s Time to Use Bots!

Sometimes a lead comes into your funnel as given by your marketing team but you haven’t really qualified them. Why not prepare your website in a way that instead of having your sales go out and make the calls right away, you’re able to qualify them by using bots?

Basically,  a bot is an animated sequence of messages that will allow you to initiate the conversation and qualify someone. For instance, you’re getting ten people subscribing to something on your web page and instead of you calling all ten of them, you can actually let the bot engage with them. Now, your salespeople don’t have to waste their time on leads that don’t match up to your ideal customer. The bot can notify you or you can follow their messaging to see word triggers at certain points in the conversation.

Use of Messenger Apps

Since 2015, Messenger apps have had more active monthly users than social media platforms. Whether it’s Facebook Messenger, WhatsApp, Snapchat, etc., they’ve actually out-beaten the big four social media networks as far as active users, which means people are now communicating with each other via messaging.

It’s important to take note of trends so you’re able to get ahead of it. Email marketing, for instance, people used to be so apprehensive about giving out their email addresses. Today, however, we utilize email both for personal and business purposes.

Now with the messaging apps, people are utilizing them for all purposes, not only personal but also business-wise. Another stat showed that Facebook has around 1.2 billion people utilizing their Messenger app. That is such a significant number. People want to communicate quickly and easily.

Tying this back into lead generation, consider using a Messenger app to communicate with your customers. Instead of just sending emails, send messages through Messenger.

Benefits of Using Messenger:

  1. It’s more personal.

This would feel more authentic instead of an email that goes into the inbox and people would be more skeptical towards it.

  1. It’s easier.

Obviously, it allows you to directly connect with your prospect and have a chat with you. It just makes things so much easier for you. It’s more of a less formal way of doing things and you get a quick response too. You can get them to instantaneously connect with someone on your team and vice versa.

  1. Engage in conversations.

A lot of major companies are now utilizing this technology. Through bots, they’re now able to engage in conversations and basically tag you in whenever you need to come into the conversation when the leads have now qualified. This also makes it easier for your customers to get information quickly. Then you can find out instantaneously if someone is interested in your product or service.

Today’s Major Takeaway:

Think smarter instead of working harder. Utilize these trends coming out which have been tested and proven. We have used them in our webinars/live events and the results we’ve gotten so far are pretty cool!

Episode Resources:

Summit of Content Marketing (May 22 – June 02, 2017)


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Sales Funnel, Sales Process, Business Development, New Leads

TSE 181: Creating Sales Funnels That Sell with Alan Mckenna

Sales Funnel, Sales Process, Business Development, New LeadsWondering why you’re still not making the sales that you’re aiming for? Now take a step back and ask yourself this…

Do I have a sales funnel that sells? Or better yet, do I even have a sales funnel?

Don’t fret. Check out this episode and learn from today’s awesome guest.

Alan McKenna has extensive experience in the personal transformation space and business conscience space. He helps people build everything from front-end funnels to high-profit, back-end sales funnels as well as six and seven-figure funnels.

Listen in as we discuss the process of sales funnels and how you can be more effective at it.

Here are the highlights of my conversation with Alan:

What is a sales funnel?

Knowing a defined audience and bringing them into a system that will help nurture and move them along the relationship towards the sale.

Factors that keep somebody in the non-buying pool:

  1. Trust

Trust is key. You need to nurture the relationship. You need to provide value and build that relationship. It’s about serving people first. How can you serve people best?

  1. Misinformation or mismatch of information

This happens when a customer has one problem but your solution applies to a different problem. To solve this, do a survey that allows you to understand their needs and then cater to their needs.

Why a survey works:

When people click on a link in the email, you’re able to tag those people and you will know what their biggest problem is. This allows you to do a discovery session and if something is a fit, you can make an invite to take the product/service.

Strategies for creating an effective sales funnel:

  1. Look at existing clients.

See what else you can do to serve those clients that will help them get further along.

  1. Segment databases based on different criteria.

Drive them into a condensation and take them through a strategy session to advance them to whatever product or service that will help them get to where they want to go. Segmenting the list will allow you to convert people from non-buyers to buyers.

  1. Look at the additional revenue opportunities within your existing client base.

We tend to be too busy looking for new leads when there are so many overlooked opportunities within an existing client base.

  1. Look at how much deeper can you go with the client.

What’s your next level product that can make your client’s life simpler, easier, and get the results faster, and remove the pain quicker?

The biggest mistakes people make when creating a funnel:

  1. Not knowing who your ideal client is.

You can’t be everything to everybody.

  1. Not knowing your client’s biggest pain points and hot buttons.

Dial into the biggest problem your audience needs to overcome and how do you communicate that?

Alan’s Major Takeaway:

Nurture the leads and clients you already have because there’s gold in what you already have.

Episode Resources:

High Profit Sales Funnel

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