Working with technology sales leads

In 1984, David Mamet wrote Glengarry Glen Ross, an award-winning stage play about real estate agents who, under the threat of getting fired, were desperate to get their hands on the most promising sales leads. While a dramatization of how typical sales forces operate, the play does show how crucial quality leads can be. For businesses that need technology sales leads, it's critically important to consider the source and quality of the leads provided before you work with them.

Identifying qualified technology sales leads

Cold calling, the process of calling prospective customers from a long list of telephone numbers, can generate good leads, but this takes significant time and resources. If your company sells the latest high-tech equipment, for example, you need to use the best technology lead generation process to find the people who immediately need your products or services.

Going door-to-door may have worked for salespeople decades ago, but these days, you can't afford to waste time and effort on calls that aren't going to generate sales. Qualified technology sales leads, the ones with the most potential to convert to new customers, are available if you know what to look for:

• Type of business. Some industries use better technology than others, so identify those companies that need to stay on the cutting edge. You also have to match your products to companies that have the most use for them.
• Future earnings. By looking at a company's past performance, you can estimate how they'll perform in the years to come. A business that is doing well will be more willing to hire new employees and invest in newer technologies than one that is just breaking even.
• The right people. No matter how big a company is, you have to find those employees responsible for purchasing decisions. It's crucial to limit your calls to just those who can approve a purchase.
• Past purchases. It's important to learn about a prospect's buying history. How often does a potential client buy new hardware and software? Does he use a form of technology until it's completely out-of-date or does he upgrade annually?

Helping clients help themselves

By conducting research and working with a firm that specializes in technology lead generation, your sales staff will spend less time on dead ends and more time with clients truly interested in your product line.

BuyerZone can provide your business with the best technology sales leads, and can offer the same quality service for businesses in any other industry. We carefully screen every request for a purchasing quote that we get to ensure the contact information is accurate and that the customer is ready to purchase either immediately or in the foreseeable future.

If you decide to work with a company other than BuyerZone, obtaining qualified technology sales leads is only half the battle. You and your staff must be willing to help clients find the exactly technology they need. For instance, a business owner may see the potential in a new piece of computer hardware, but if they don't have the space or in-house technical expertise to run it, that technology may just sit in the box.

Closing a sale always looks good on paper, but the long-term goal is to build a long-term partnership with a client. Looking out for your customers is the best business practice to follow when it comes to technology sales leads.

Let BuyerZone help your business find the prospects that want to work with a company like yours. Check out what our technology sales leads program can do for your business, and start closing new business right away.

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