Dexter can't play by the rules. So do your sales reps. See why 50% of leads come from outside standard process.

1. Why sales
hunters can’t

2. field sales
Enforcing rules the ideal way
inside
sales
suspected preliminary lead Convicted
leads qualification profiling (deal)
field
sales
Handled by marketing forces Handled by sales forces

3. ‣ Lawful marketers create/raise interest to identify new leads
‣ They qualify / investigate the leads
‣ Pass it to sales who close the case

4. ... and sales reps do their job:
‣Convict the suspected lead
‣Drive the negociation
‣Close the deal

5. Unfortunately lots of
opportunities are not
catched up or
properly
investigated
only
27%
of leads are qualified
& ready for sales

6. Thus...
Hunters need to do the job by themselves

7. 50%
of leads
come from OUTSIDE
standard process

8. 32% of the hunter’s time is to search
for missing data and evidences

9. What to do to enforce the legal way ?
‣ qualify and investigate all suspected leads
‣ question each case coming from the wild
to improve your process
‣ feed your hunters with intelligence
they can’t gather on their own
‣ stop relying on hunters to keep your
records up to date

10. If you want your hunters
to play by your rules
...
Show them some respect
Give them sales intelligence

12. All statistics come from the eBook