Americas, Special Report, US

[ms-marvelesold]

Pending leads might be viable prospects. You're still actively engaging them. Stalled leads, on the other hand, have gone radio-silent. And, because they seem to just be stuck in the pipeline, nothing gets done with them. However, these leads may actually still be active and can be closed at some point in the future. The key is to re-engage these leads until they are definitively lost or they no longer want to be engaged. In many cases when contact is re-established, the stalled lead actually becomes a solid opportunity. When you demonstrate a continued interest, the prospect often responds and a relationship may start to take shape. Depending upon how much time has passed, you can move the original opportunity forward or you may uncover a new opportunity. And new sales can be generated simply by conducting lead opportunity analysis and contacting stalled leads. What Makes for a Good Sales Lead Opportunity Analysis? Sales lead opportunity analysis is a valuable and economical practice. It can fully leverage every generated lead to close more business. A meaningful solution for sales lead opportunity analysis will also offer a variety of sophisticated features. The solution should include both graphical and narrative depictions. It should segment lead data into stages, status, revenue range, industry, geography, investment level and more. In addition, a good solution needs to project revenue for all open opportunities, as well as the actual revenue of won and lost opportunities. Other things important for lead opportunity analysis would be vendor perceptions, evaluation factors, selection reasons, sales cycle analysis, vendor short lists and other insight to help hone future strategies.




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