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How to Find Qualified Leads #415
Do you ever find yourself calling the same leads over and over and not making any headway. This is a case of being lead poor and it’s time to up your prospecting and discover some bonified and highly qualified leads. In this weeks episodes we investigate those situations, what you can do to fix it and how to find qualified leads
Today’s Chapter: How to Find Qualified Leads
The great Marketplace flows everywhere.
All business is born from it.
Though it doesn’t consciously create new markets
It pours itself into its work.
It makes no claim this business is good or bad
Yet it nourishes emerging markets
And doesn’t hold onto them.
Some grow and some vanish,
Yet all are contained within it.
The Master Seller is aware of its greatness.
Never “lead poor” they find leads like shells on a shore.
Daily they walk the beach to uncover new business
And Delight in new opportunities
Today’s Story
Towards the end of the week Chris was frustrated with the lack of progress being made on the new product. Good at follow up, all the prospects in the sales funnel were being attended to, but none of the leads were interested in setting up a sales call.
“Are you following up?” asked Pat. “Absolutely” said Chris, “Some of the leads had been emailed or called 20 times!” Hmm thought Pat.
“You know what the problem is? You’re lead poor! I love how you’re grinding, but the leads you have stink, they’re not interested. On top of that, you have too few of them, we need to up our prospecting.”
Pat went on … “Identifying good high quality leads comes back to understanding our ideal client and making sure that your emails and voicemails are targeting their needs and desires. Today let’s take a pause on follow up and relook at your marketing campaigns. Given all the market changes this year I bet if we review your emails, and voicemails in the context of the persona of our ideal client we can uncover a bunch of high quality leads. We’re going to turn around!
Take Action Quote
Seth Godin once said, that in a crowded marketplace, fitting in is a failure. In a busy marketplace, not standing out is the same as being invisible. Too often sellers don’t understand the benefits of what they sell and who exactly should they sell too. On top of that they get shy and fear reaching out. But this is the thing, Businesses are constantly in a state of flux and constantly looking to fix their problems and attain their aspirations. If you know exactly who you help and why, you will have as many high quality leads as there
Thank Our Sponsor Wingman
I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.
Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence.
How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.
Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.
This is a production of Habanero Media
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