Apply your buyer personas to actual historical data and begin to bucketize (is that a word?) the interactions.
When sales reps focus their time on the hottest sales lead, they close more business faster.
According to CSO Insights, companies with easy-to-get-to info about prioritizing sales efforts earn 23% more revenue than companies who don’t have easy access. The plain truth: Most companies don’t give their sales reps sufficient information to tune their focus to the best leads. All too often, the rep simply sees a prospect’s name, company, and perhaps some self-reported (and often inaccurate) BANT information. The result? 20% or more of a rep’s time is wasted talking to the wrong people.
Track your buyers’ online profiles. Give reps a single dashboard of their leads and contacts prioritized using a combination of lead score (quality) and urgency (heat). This view highlights rep’s “best bets." These leads will actually appreciate hearing from someone. That’s time well spent.