Sales targets and sales leads
Sales targets and sales leads are not the same thing. Targets are prospective clients, meaning names that qualify for your sales efforts at all. Leads are specific people who are ready to buy. We generate the names in a structured way so that the flow does not dry up, and we turn them into real leads through a documented procedure. The focus throughout is on contacts already well advanced in their decision process.
What sets us apart
- 1A clear distinctionTargets and leads are kept apart so that effort and expectation match the stage in question.
- 2A continuous flowName generation keeps running in a structured way instead of arriving in waves and drying up.
- 3Linked to your processesLead generation is connected to your defined sales processes.
Our services
Target or lead?
Two stages, two tasks- Sales targets. Prospective new clients — names that qualify for your sales efforts.
- Sales leads. Specific people who are ready to buy.
- Separation. We keep the two apart instead of treating every name alike.
Generating names in a structured way
So the flow does not dry up- Structured. We generate names for your sales efforts through a set procedure.
- Continuity. The aim is a continuous flow of prospective clients.
From target to lead
A documented procedure- Conversion. Targets are turned into real leads through a procedure that can be followed.
- Repeatable. The route to a lead therefore does not depend on individual people.
Focus on mature contacts
Well advanced in deciding- Selection. The focus is on contacts already well advanced in the decision process.
- Effect. Sales effort goes where a decision is actually due.
Connected to the sales process
No idle time after handover- Connection. Lead generation is connected to your defined sales processes.
- Prerequisite. This requires the sales processes to be documented.
Frequently asked questions
What is the difference between sales targets and sales leads?
Sales targets are prospective new clients, meaning names that qualify for your sales efforts. Sales leads are specific people who are ready to buy. We show you how to generate targets in a structured way and how they become leads. The focus is on contacts already well advanced in the decision process.
From what firm size is work on sales processes worthwhile?
The larger the firm, the more potential lies in the processes — and the less of it is usually used beyond occasional cross-selling meetings. We document the sales processes and improve them so that cross-, up- and down-selling becomes plannable. Smaller units benefit as well, because there is often no process at all. The effort depends on the number of practice groups.
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