Blog Archives

LEAD MANAGEMENT PROJECT: Step #1 – Gather

I wrote earlier that you should have ZERO TOLERANCE for not having a documented “next step” for EACH AND EVERY name in your database.

This is the first in a series of posts on how to get there and what to do next.  When you’ve completed all the actions in this series you should have a crystal clear picture of how to begin using the vast amount of information you already have to increase your sales.  Read the rest of this entry

ZERO TOLERANCE FOR INACTION

This is a pretty simple concept that is often missed.

100% of the names in your database must have a NEXT ACTION assigned to them.

The action may be to reach out to them once a year – if you don’t record that plan in your system you will forget about them.

It doesn’t matter if they’re a strong, high probability prospect or a weak “never likely to buy” lead, the fact is that you will never sell to them if you never contact them again.

If you truly believe that there is absolutely no value in every reaching out to them again – throw their name away! If you keep it, plan your next action.

Got it?