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Selling Above and Below the Line by William Skip Miller

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CHAPTER 6

Controlling the Inbound Sale

Sales are made every day. It’s interesting to see what starts a sale. Is it customer demand, brand pull, market push?

From a salesperson’s perspective, a sale starts with a lead. This lead can be inbound (the prospect is contacting the sales team) or outbound (the sales team is prospecting).The energy and amount of effort spent on getting a lead depends in part on where the lead comes from.

Figure 6-1, the Lead Energy Matrix, shows what needs to happen for an initial lead to be one that a salesperson should spend time on.

This chapter discusses inbound leads; outbound leads are discussed in the next chapter.

Figure 6-1 Lead Energy Matrix

The sales rep who intends to control the sale needs to take control ...

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