Sales and marketing teams tend to struggle with the common problem of quality versus quantity.
In OnTarget’s realm, that usually revolves around what level of qualification is required before a prospect enters the sales funnel.
When asked my opinion, I will always take quality over quantity. Always.
Executive sales people are highly paid and busy. They don’t need to waste time on under-qualified suspects.
We term this, internally, quality sales leads versus appointment setting services.
We look for the need, find the decision-maker, influencers and champions. We explore timeframe and budget.
When everything matches up, you have a quality sales lead. That’s when we set the appointment.
Some of our competitors may be better at appointment setting. I’ll challenge any of them on quality sales leads.
-Ed
Ed Trachier is Founder and CEO of OnTarget Partners. He can be reached at 469-200-4901, or via email at trachier@ontargetpartners.com.