For modern sales teams, every lead has the potential to turn into a sale. Leads really can come from anywhere, however, a golden opportunity can sometimes get overlooked. Whether it's a form filled on your website, a free trial sign-up, or even a lost deal, sales professionals need to ensure they're covering all bases to maximize their chances for success. That's why establishing daily habits is crucial to staying on top of all potential prospects.
If you're a sales representative looking for a way to prioritize your energy, start here! We’ve made it easy to track opportunities by creating a working list that will help you stay on top of every lead that passes your desk. By having a checklist of where to source your leads, you can guarantee you're never leaving any potential deal on the table.
Sales Working List Order Of Operation
Having a working list of some sort is extremely helpful if you’re constantly seeking out new leads. Treat it as a device you can turn to daily and scan through to make sure you're never missing anything that may be hiding in plain sight. Here, for example, are 8 key areas to keep on your radar as you run through and prioritize daily lead collection.
1. Form Fills (Booked Demos)
Form fills are often the first point of contact between a potential lead and your company. Whether it's a request for more information or a demo, responding promptly and effectively is critical. If you can respond within, say, 24 hours, for example, your lead will still have your brand top of mind and will appreciate the quick response. Sales professionals should prioritize following up on form fills and use them to schedule demos to move the prospect further down the sales funnel.
2. Free Trials Sign-Ups
Free trials offer prospects a hands-on experience with your product or service. Sales professionals should be vigilant in reaching out to those who sign up for free trials. Use the trial period to check in regularly to provide support, address any concerns, check in on the customer's progress, request feedback, and ultimately guide them toward conversion.
3. Website Visits That Show Intent (3rd Party) Who Are in Your ICP and Aren't Currently in the Pipeline
Monitoring website visitors who demonstrate intent, especially those within your Ideal Customer Profile (ICP), is crucial. Sales teams should leverage third-party tools to identify these visitors and proactively reach out to engage them. Propensity, for example, offers a unique ABM feature known as the ABM Connected Website. Using the ABM Connected Website, users can see which accounts in their ICP are visiting their website and which pages they've visited. Check out their intent data to begin to understand their needs so that your outreach includes tailored messaging that addresses their unique requirements.
4. Downloads, Webinar Sign-Ups, and Newsletter Subscriptions
Engagement with your content, such as ebook downloads, webinar sign-ups, or newsletter subscriptions, indicates interest and provides valuable insights into a prospect’s preferences and general interests. As a sales professional, you need to capitalize on these interactions by nurturing leads through targeted follow-ups and personalized communication.
5. ABM Campaign Warm Outreach
Account Based Marketing (ABM) campaigns allow for highly targeted outreach to key accounts. It's essential to prioritize warm outreach to prospects identified through ABM initiatives. ABM platforms like Propensity don't just give you “warm” leads; they provide insights gained from the campaign that will help you further personalize interactions and drive meaningful engagement. Use the insights to communicate effectively with every new account.
6. Cold Outreach
While warm outreach is valuable, cold outreach remains a critical component of the sales process. Sales professionals should dedicate time each day to reaching out to new prospects, employing personalized messaging and value propositions to spark interest and initiate conversations.
7. Closed or Lost Deals
Have a new product or service on offer? Think it might be the right fit for an existing client? It's time to cross or upsell! Don't give up on lost deals too quickly, either. Sales professionals should regularly revisit past closed or lost deals to identify potential opportunities to re-engage. Follow-up communication should be focused on addressing previous concerns and new offerings while continuously demonstrating value to drive further conversation.
Leave No Stone Unturned
Establishing daily habits that encompass a comprehensive approach to sales outreach is essential for maximizing opportunities and driving success. After all, you may be richer in leads than you think. By prioritizing key activities and making each attempt at outreach geared towards addressing the customer's interests and pain points, sales professionals can ensure they're not missing an opportunity to land a sale. Stay proactive, stay persistent, and watch your sales pipeline grow!