What methods should Jennifer use to generate sales leads beyond those provided b

Question

What methods should Jennifer use to generate sales leads beyond those provided by her company?

2. How should Jennifer qualify the leads provided by her companyand those she generates herself? What is the profile of an idealprospect?

3. How should Jennifer prioritize her qualified prospects?

4. What information should Jennifer collect to prepare for sales dialogue with a prospect?

5. Jennifer used LinkedIn during college and wanted to employ it in her strategic prospecting process. How can she best use LinkedIn?

QUESTIONS 1. What methods should Jennifer use to generate sales 2. How should Jennifer qualify the leads provided by her DEVELOPING A STRATEGIC PROSPECTING PLAN leads beyond those provided by her company? BACKGROUND Jennifer Hamman graduated from the state university and was hired as a sales representative for the Logistics Company The Logistics Company is a transportation broker that links companies needing products shipped with trucking firms to carry the shipments. After an initial training program, Jennifer was given a couple of existing company customers and a small list of leads to get her started. She began by serving the shipment needs of the existing customers. This gave her some confidence, but she realized that for her to be successful, she must begin prospecting and try to identify the best sales opportunities. The Logistics Company provides an ongoing list of leads that can be accessed by all salespeople. Once a salesperson contacts one of these leads, no other salesperson can contact them. Jennifer started her prospecting by contacting these leads company and those she generates herself? What is the profile of an ideal prospect? How should Jennifer prioritize her qualified prospects? What information should Jennifer collect to prepare for sales dialogue with a prospect? Jennifer used Linkedln during college and wanted to employ it in her strategic prospecting process. How can she best use Linkedln? 3. 4. 5. CURRENT SITUATION Jennifer has been calling a number of leads each day, but has not been very successful in generating much business. She feels like she is wasting much of her time on leads that are not good sales opportunities. The leads provided by her company are not qualified in any way and the training program she attended focused on cold calling as the basic prospecting method. Jennifer took a professional selling class in college and remembered that the chapter on prospecting emphasized the need to follow the strategic prospecting process to identify the best sales opportunities. She found her professional selling textbook, went to the chapter on prospecting, and decided to create a strategic prospecting plarn. ROLE PLAY Situation: Read case and prepare a strategic prospecting plan. Characters: Jennifer and her sales manager Scene: Jennifer has implemented her strategic prospecting plan and been very successful. She has been the top seller in her office for the past two months. Her sales manager is impressed and he asks her what she is doing to be so successful. She indicates that her success is due to spending most of her time with the best sales opportunities. He wants to talk to her about her strategic prospecting plan and sets up a meeting Location: Sales manager's office Action: Role play the meeting between Jennifer and her sales manager. The sales manager should ask many questions and Jennifer will respond to these questions. The use of Linkedln has been valuable to Jennifer and no other salespeople at the Logistics Company are using Linkedln, so make sure the role of Linkedln is included in the role play

Explanation / Answer

It is necessary that Jennifer should effectively qualify the leads that are given to her and the company. The ones that she generates herself through determination of the ones which are true prospects pertaining to the products and services of the company.

It is important for her to collect more information which is useful in an effective manner. It is also important that she analyzes it and uses different types of procedures for screening. It will also be useful for determining whether the lead for sales is appropriate sales prospects.

This can be done by making sure that the sales prospect belongs to the company as every company has sales prospects that are distinct and different. The profile for the purpose of ideal prospect is the profile of ideal customer. There are important characteristics for the idea customer profile and this includes the best customers and its characteristics.

Jennifer should prioritize the qualified prospects with the help of strategic prospecting process. This is usually designed for identifying, qualifying and prioritizing the opportunities of sales. This is for new customers and the opportunities used for generation of additional business from the present customers. It is necessary for making customers profile which is ideal and correct.

Jennifer has already made the first step through contracting the essential leads. She is aware that only she can contact the company. The ideal prospect in this case would be demographics and psychographics.

Referrals can be effectively used for gaining ample amount of information. Referrals through introductions help for getting the prospect that are well acquainted with Jenifer.

LinkedIn can be used best by her for having a way for the purpose of prospects and having the information regarding who Jenifer is. This will help to understand whether she is trustworthy or reliable.

This information can be utilized for helping to be at top of prospecting pertaining to the position of salesperson and this is because the information collected is related to prospects and needs to be updated

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