Lead Procedures
Qualified Leads:
A qualified lead is one that has been generated by our Marketing Department and the customer has shown some initial interest.
Or, a lead that is sent to ACI from:
a) Inquiry to the Principal
b) Result of advertisements
c) Results of Trade Show Exhibits
d) Principal request that contact be made on a certain account
Procedure for handling leads:
- A qualified lead that has been generated by the Marketing Department is turned over to the appropriate salesman who then schedules an appointment to visit the customer.
- A lead received from a Principal is coded and given to the proper inside sales person.
- Inside salesperson makes a contact sheet in Goldmine and sets up an alarm for the appropriate salesman to call on the potential customer within two weeks.
- Original copies of leads are then e-mailed to the outside salespeople.
- Upon receipt of leads, outside salespeople review and decide which ones are high-profile that they will personally follow up on. The remaining leads are then reassigned to an inside salesperson to follow up on
- Upon completion of follow up on each lead, whether by inside or outside salesperson, a detailed contact sheet showing results of the call will be printed and sent to the lead originator.
