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Ask an Expert

Welcome to the "Ask An Expert" section of the AA-ISP. We understand that inside sales is a growing industry and that we often learn by "trial and error" or "as we go". Sometimes there is no clear answer to some of the challenges we face. Ask An Expert can help inside sales reps or leaders gain feedback from our industry experts on various challenges that we face. Please complete the information in the form provided and we will respond to your question promptly.

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Some may vary in their definitions but one thing to note - it’s very important to have the “Sales Organization” agree to these definitions so it’s clear and everyone has similar expectations. This also allows for more consistent management and quality control. Typical definitions are as follows:

A leads: The no brainier “A” lead would be the prospect that “wants to buy” or is the decision maker or strong influencer and they have need, interest, budget, and timeline. However those are easy, it’s the ones that only have varying degrees of these factors that are tougher to “rate” but can absolutely qualify as an “A” lead. Some may have a different opinion but in these instances, I have used the “guidelines” that there must be a “definite purpose or reason to contact the prospect” – i.e. They need to talk with a rep to see a new product offering or they may want to discuss upcoming changes – the litmus test here is if you can start with “ the purpose of the sales call is too….” then it would qualify using the rationale the prospect “needs” to be contacted.

B leads: These can take on a several flavor’s – for example, they are the perfect candidate for your product or service but they are “not really interested” or “they don’t have a current need ”. Another might be you have the right contact/company but they are not in a “buying” cycle or do not have budget. These are all leads you definitely want to “work” and “cultivate”. So a “B” lead would be someone that needs continued “attention” or cultivation but may not be quite ready to buy “yet”.

C Leads: Typically a prospect you may keep marketing to and periodically keep in touch with, but they have no immediate or foreseeable need, interest, or budget.

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