Prospecting Phase – LU 34
(Leads_sales)

In order to be efficient in the lead generation, sales people should first master the use of the telephone. This initial stage is sometimes seen as a pain by sales people. But this stage is often key for the success of new businesses.
They allow for better sales forecasts. Last, they allow for the reduction of the cost of sales in investing the before sale and after sale resources in the most appropriate manner.


The next stage is to qualify the sales lead to make him a sales prospect. Methodologies allow for the evaluation of business opportunities looking at the technical, political, economical and competitive aspects of the possible deal.