Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.

15

Partager

Manact

Lead Qualification

Livres associés

Gratuit avec un essai de 30 jours de Scribd

Tout voir

Livres audio associés

Gratuit avec un essai de 30 jours de Scribd

Tout voir

Manact

  1. 1. Lead Qualification MANACT Presented by Reggie Fernandes
  2. 2. Objectives <ul><li>To provide a structured way to qualify leads </li></ul><ul><li>To spend quality time on leads that matters </li></ul><ul><li>To make it a habit and a companywide initiative </li></ul>
  3. 3. MAN-ACT <ul><li>M - Money </li></ul><ul><li>A - Authority </li></ul><ul><li>N – Need </li></ul><ul><li>A – Ability to provide a solution </li></ul><ul><li>C – Compelling Event /Competition </li></ul><ul><li>T - Timelines </li></ul>M A N A C T
  4. 4. MONEY <ul><li>Check if they have the budget for our solution </li></ul><ul><li>Ask budget questions to different people in the account </li></ul><ul><li>Ask who has set the budget – defined/not defined </li></ul><ul><li>Reconfirm investment at regular intervals </li></ul>
  5. 5. Authority <ul><li>Ask for the decision maker and have access to him </li></ul><ul><li>Check on the decision making process </li></ul><ul><li>Find out how similar decision were made in the past </li></ul><ul><li>Decision maker is the one who has the power to </li></ul><ul><ul><li>Control expenditure of $ </li></ul></ul><ul><ul><li>Authority to release $ </li></ul></ul><ul><ul><li>Discretionary use of resources </li></ul></ul><ul><ul><li>Veto power </li></ul></ul><ul><li>Decision maker can vary based on the </li></ul><ul><ul><li>Dollar Amount </li></ul></ul><ul><ul><li>Business Conditions </li></ul></ul><ul><ul><li>Experience with you and your firms </li></ul></ul><ul><ul><li>Experience with your product and services </li></ul></ul><ul><ul><li>Potential Organizational Impact </li></ul></ul>
  6. 6. Need <ul><li>Ask open ended questions </li></ul><ul><li>Ask impactful questions </li></ul><ul><li>Meet at least 3 people in the organization </li></ul><ul><li>Reconfirm needs at every stage </li></ul><ul><li>Irrelevant needs – disqualify immediately </li></ul><ul><li>Remember No Need- No lead </li></ul>
  7. 7. Ability <ul><li>Check our ability to provide a solution in terms of </li></ul><ul><ul><li>Product </li></ul></ul><ul><ul><li>Resources </li></ul></ul><ul><ul><li>Timelines </li></ul></ul><ul><ul><li>Money and ROI/TCO </li></ul></ul><ul><li>No solution – No Sale (walk out immediately) </li></ul><ul><li>Communicate our solution and get confirmation </li></ul><ul><li>Reconfirm our solution at regular intervals </li></ul>
  8. 8. Compelling Event/competition <ul><li>No compelling event – No urgency to decide </li></ul><ul><li>Create compelling events based on your need analysis </li></ul><ul><li>Identify types of competitions </li></ul><ul><ul><li>Buy from someone else </li></ul></ul><ul><ul><li>Use Internal Resource </li></ul></ul><ul><ul><li>Use Budget for something else </li></ul></ul><ul><ul><li>Do nothing </li></ul></ul>
  9. 9. Compelling Event/competition <ul><li>No compelling event – No urgency to decide </li></ul><ul><li>Create compelling events based on your need analysis </li></ul><ul><li>Identify types of competitions </li></ul><ul><ul><li>Buy from someone else </li></ul></ul><ul><ul><li>Use Internal Resource </li></ul></ul><ul><ul><li>Use Budget for something else </li></ul></ul><ul><ul><li>Do nothing </li></ul></ul><ul><li>Reassess compelling event and competition periodically </li></ul>
  10. 10. Timelines <ul><li>Ask for the decision making timeliness </li></ul><ul><li>Ask for the impact of not taking decision on time. </li></ul><ul><li>Reconfirm timelines with at least 3 people </li></ul><ul><li>Work backwards from the specified timelines </li></ul><ul><li>Reconfirm timelines at regular intervals </li></ul>
  11. 11. Putting MANACT to immediate use Account with full address product $value STAGE of Sales cycle M A N A C T Ace International $2,000 03-solution mapping         Brancos $40,000 01-Qualification Stage           Calyx trader $25,000 04-Demo         Demark fisheries $22,000 06-Negotiation        Elite enterprises $5,500 05-Proposal           Future solutions $12,000 07-Sign       Gulf Trading $2,000 02-Requirment gathering           TOTAL   $108,500.00              
  12. 12. Thank You A B Q Always Be Qualifying
  • AlexanderChan13

    Jul. 28, 2020
  • alcantararocha

    Aug. 5, 2019
  • MarcoSanti8

    Jun. 13, 2019
  • mnevin196

    Nov. 12, 2018
  • GregoryBruelle

    Oct. 4, 2018
  • MlleSarah

    Jun. 9, 2017
  • CheerChou

    Jul. 13, 2016
  • HiroyaYamamoto1

    Mar. 30, 2016
  • JessicaPileri

    Oct. 20, 2015
  • AnilKumar1705

    Aug. 9, 2015
  • betun68

    Aug. 7, 2015
  • russmurray

    Mar. 11, 2015
  • fmaertens

    Aug. 18, 2014
  • arisbourg

    Jun. 7, 2013
  • berlucas

    Feb. 7, 2011

Lead Qualification

Vues

Nombre de vues

11 791

Sur Slideshare

0

À partir des intégrations

0

Nombre d'intégrations

105

Actions

Téléchargements

0

Partages

0

Commentaires

0

Mentions J'aime

15

×