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Our readers are offered a discount on Lorman seminars and courses. Check out their business, management and legal offers at this link to qualify for our discounts. They also offer green business training opportunities. Please visit http://www.lorman.com/training/CaliforniaGreenSolutions for a complete listing of courses. Register online or call Lorman at 866-352-9539.
Home > By DEPARTMENTS > Sales and Marketing > Sales Management for Green Companies, Green Services and Green Communities > Lead Generation & Management

Sales Lead Management

Lead management is a matter of timing, messages, and relationship development to provide sustainable value in the ongoing business relationship.

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Sales Lead Management with Salesforce.com

Once you get leads, it’s important to manage them with tender loving care. Qualify them. Contact them regularly. Be there when the prospect is ready to buy. Get on short vendor lists. And of course, have a valid solution to offer.

Before your sales representatives can manage their leads..they need to find qualified sales leads for your green products and services. Internet marketing has become a powerful source for qualified leads.

What is a qualified lead vs. a non-qualified lead?

Qualified leads know they’re asking for information. They are searching for good solutions for good prices, and for good service. B2B qualified leads come from tradeshows, from direct marketing and from specialized websites that attract qualified traffic with high quality editorial content.

That’s what California Green Solutions provides –qualified traffic who are regional (California based businesses), who are looking for green solutions, and who are treated with respect so they trust the sources they find on the pages of quality content about business and community sustainability.

Through the CGS Lead Generation program, you receive immediate email notification of leads who want your attention. When you get those leads, you can use sales lead management systems such as Salesforce.com to coordinate your relationship with your leads. Fast followup is very important. If you don’t respond to an Internet lead within 24 hours, they are likely to look elsewhere, assuming you’re just not geared up for their business. Pipeline visibility is important to maintain contact with prospects and build the relationship with frequent, meaningful contact and offers.

Accurate sales forecasting helps prioritize sales calls, promotional campaigns and lead management. Using a central database with CRM – customer relationship management – tools helps you weight the opportunities and timing of potential sales, helping you manage manufacturing, inventory and delivery schedules. Managing inbound leads is critical because these are the people who WANT your solution!



Edited by Carolyn Allen, owner/editor of California Green Solutions
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