Qualifying
I have been Doing phone sales selling Cisco networking equipment for almost 3 years now, and making decent money. I use SalesLogix as a CRM. I did not do the best job of qualifying contacts in the first 2 years however, and am getting to the point where I need help figuring out how to deal with the volume of prospects I am scheduled to call. My day is full, but I feel like I'm wasting a good portion by calling on leads I haven't qualified.
Every day I have about 75 calls scheduled to make, but realistically, only 10 are qualified via LinkedIn, and only 5 are qualified by previous conversation.
This leaves about 60 calls a day where I have never gotten a hold of the prospect yet. The amount of voice mails I have left these people (followed by emails) over the last few years can be upwards of 15-18.
P.S. I put everyone on my weekly Cisco specials email blast after the 3rd call/voicemail regardless.
Any thoughts are very well appreciated!
- Jack Trout