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Sales Prioritization: Scoring Leads to Gain the Most Revenue Fast

Implement a lead scoring system that is effective in separating your hottest leads from the coldest ones.There's good news and bad news when it comes to marketing and sales. The good news is that, with inbound marketing, you can attract a high volume of leads. The bad news is how can you separate the terrific leads from the tire kickers? That's where lead scoring can be helpful. Implement it the right way and make the most of your leads. Implement it haphazardly and you could be wasting your valuable time and talent. This material provides specific ways to assess the right time to set up a lead scoring system, distinctions of a lead scoring system, and how to set up a lead scoring system to gain the most revenue fast.


Runtime: 60 minutes
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Why Lorman?

Over 30 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Review Learning Objectives

  • Define Lead Scoring and How It Impacts Your Sales Process
  • Setting up a Lead Scoring System: Decide If Your Business Needs Lead Scoring by Asking Three Critical Questions
  • Distinguish Between a Hot Lead and a Cold Lead
  • Assess the Gaps With Your Lead Generation System
  • Discover the Steps One Company Took to Increase Their Sales 90% in 30 Days

Define Lead Scoring and How It Impacts Your Sales Process

  • Clarify and Define Lead Scoring
  • Explain the Distinctions of Lead Scoring

Setting up a Lead Scoring System

  • Identify 3 Questions
  • Identify the Criteria of Your Lead Scoring System
  • Ways to Assign a Point Value
  • Distinguish Between a Hot Lead and a Cold Lead

Assess Gaps With Your Lead Generation System

  • Evaluate by Taking a Systems Approach

Case Study: Steps One Company Took to Increase Their Sales 90% in 30 Days

  • Reverse Engineer Their Sales Process
  • Connection and Focus

– Company Contribution

– Reframe Selling

– Human Wiring Elements in Sales

  • Lead Generation Systems Explained
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Why Lorman?

Over 30 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Webinar

This course was last revised on December 6, 2016.

Call 1-866-352-9540 for further credit information.

Audio & Reference Manual

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MP3 Download

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Why Lorman?

Over 30 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Lisa Mininni

Lisa Mininni

Excellerate Associates

  • President of Excellerate Associates, the go-to resource for entrepreneurial and leadership development
  • Business systems and human hardwiring expert with more than 30 years in the Training and Organizational Development Industry
  • Best Selling Author of Me, Myself, and Why and co-author of Leading Women published by Adams Media
  • Travels the globe educating business owners, entrepreneurs, and business leaders on your biological hardwiring; wiring dictates the type of environment in which you are best equipped to thrive and succeed, and the kind of environment you prefer to live and work; your hardwiring drives you in business and is primarily unconscious
  • Hardwiring and how you run your business systems are deeply connected; Lisa shows you how to make those connections so you increase your profits to levels you didn’t think were possible
  • Featured in major media including Huffington Post, Good Housekeeping and radio shows across North America; enlightens audiences on a systems approach to profitability that has been shown to increase productivity by 40%; decrease turnover from 99% to 0 in 3 months and increase sales by 90% in 30 days
  • M.S. in administration degree and is a Master Certified Business Coach
  • To learn more about Lisa's live workshops, mentoring programs, and to download her free eBook, 'Get More Clients Now', visit http://www.ExcellerateAssociates.com
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Product ID: 399543
Published 2016
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