OasisLMS

Duration: 59 mins - As a result of joining this event the participant will understand why they should discard dead leads earlier in the sales cycle and refocus on higher potential opportunities to avoid wasted time and effort.

Sales managers, account managers, sales representatives, product portfolio managers, sales and commercial engineers, business managers, customer-facing management

UK and International

Improve your sales pipeline and team effectiveness by concentrating on the leads which will generate true value. Not every sales lead is created equal, and because of that many sales organisations and salespeople chase leads that have low or no potential to make money. Often, they discover this after wasting a lot of time and effort. In this session, we will start with an overview of the sales funnel and the importance of managing it. Then we will cover, in more depth, the main criteria or signs used to identify low potential or dead leads, and the importance of prioritising efforts as early as possible. Discarding leads too early can be problematic too, with the risk of missing out on business, so we will also explore strategies and tactics to revitalise leads that have been identified as low potential, enabling you to work on them, or walk away with confidence that a sale will not happen.

Understanding the different ways to identify low potential or dead leads as early as possible in the sales cycle to avoid wasting time and energy. Knowing which tactics and strategies to consider before deciding that a lead has no chance of bringing in revenue. This is to make sure a lead is not discarded prematurely because leads may have different types of residual value. Realising that overall sales performance depends on the ability to identify worthless leads as early as possible and allow salespeople to refocus their efforts on pursuing better opportunities. This should bring with it: improved quality of wins, higher customer satisfaction, better return on sales investment and higher motivation of salespeople.

CPD Points: Two (when attending live) or one (watching the recording)

Nouredine Boubekeur A.ISP, sales and commercial learning and competency manager at Schlumberger Nouredine Boubekeur has spent 23 years in the oil and gas industry in operations, management, account management, business development and sales and commercial, across Europe, Africa, CIS and Asia. Currently, he leads sales training and talent development for the eastern hemisphere, in Kuala Lumpur. Nouredine has an engineering degree in instrumentation from the Algerian Petroleum Institute, an MBA from Erasmus University, Netherlands, and a certificate in strategic and advanced negotiations from INSEAD business school, Singapore. He is also a certified coach by the EMCC (European Mentoring and Coaching Council) and an active member of the Institute of Sales Professionals.