Learn how to effectively track lead statuses in your sales pipeline to stay focused and ensure no opportunities are missed.
View the full infographic >> How to Track Prospects Through Sales Funnel Stages
TRANSCRIPT
Sellers and marketers have to contact a lot of people. It can be really hard to keep track of everything and stay focused on the right conversations. So, that's why we use lead statuses. In this video, I'm going to run through how you can use them to keep track of where your prospects are in the sales process.
1. Number one is new, and that is a contact that's never been touched. So these are brand new leads, brand new, whatever. Nobody's contacted them. They're just in your database.
2. Number two is active. Seller is actively pursuing a relationship with them, or you're doing business with them in some form or fashion.
3. Number three is inactive, and nobody's talking to them anymore. For example, the seller called them ten times. That person never responded. And now they're going inactive because a seller's moving on to somebody else. Or the customer was an active customer: you were working with them, and then they stopped. And so now they're inactive. They're not an active customer anymore.
Those are just a couple of examples.
The last two are very self-explanatory.
4. Unqualified. They're unable to do business with you for whatever reason. And they're no longer there. We need to mark them as invalid contacts or as no longer a good contact in your database.
The best part of using these lead statuses is that they can be workflowed. So, it minimizes data entry from the seller.
Listen to this. You can say they're active if they have any activity in the CRM, say within 30 days, 60 days, three months, or whatever timeframe you want. As long as there's activity in that timeframe, they're active. As soon as that timeframe goes past, they're inactive.
Let's say they have an opportunity, and it's been more than 30 days, and it goes inactive. Leadership can say, "What? Why is this opportunity inactive? Like, what the heck? We need to make sure we stay on these, so we sell these deals."
That is how you can use lead services to ensure you stay focused on the right conversations and no balls get dropped when you're prospecting.
Have a great day.
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