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Everything we know about the lead business from everyone at the Leads360 family. From online lead providers like LowerMyBills.com to Mortgage Lead Management best practices. We'll tell you what we know and what we've learned.

Sales 2.0

Wednesday, November 21st, 2007 | Link | Spread The Word!


2.0 this, v2.0 that…whatever you want to call it, it’s evolution. Survival of the fittest. Only the strong survive. And other aphorisms that make you think of 80’s era Schwarzenegger and Stallone films.

At Leads360, our Sales Department is evolving swiftly into a true Sales 2.0 team. We’ve realized that our company, and our clients are one in the same when it comes to our experiences in selling. As the market changed, you changed the way you sold a loan. It got more challenging to match your offerings to a prospective borrower, much as it got more challenging to match our offerings to a lender or broker.

The old approach of ABC - Always Be Closing! just doesn’t work any longer. There has been a shift in the concious of the buyer that neccessitates a shift in the concious of the seller in order to see any positive results. With this in mind, we’re undergoing a rapid evolution into the mythical Sales 2.0 team. Selling for the success of the client has trumped the ABC approach. The stages of the sale are now mapped out strategically, with the success of the client in mind. You know, an old sales trick which works a lot is the take-away. You know what I am talking about, the guy who seems to always be sitting on the fence but refuses to tip in your direction, so you just take it away, and all of the sudden they wany to buy. Yeah, that guy. Well, we’re working with a modified version of the take-away, but unlike the traditional sense of the tool, it is not geared to make a prospect lean our way. It is a straightforward - “Jim, I don’t think we’re a good fit at this point. Based on my experience, I think you should contact [name of software company] and discuss [name of software solution] with them.” Yes, you really did read that. If we do not think a client will see the success that they are seeking with our platform, we will not do business with them. And we will go so far as to refer them to a competitor if we think they will be able to offer a better solution. Now don’t get me wrong, it’s not like it happens often and when it does, it is normally because the prospective client doesn’t need much more than a basic contact manager, but still…unless the prospective client will extract the value that we offer, and see the success that we make possible, we would rather send them somewhere that can give them what they are looking for. It’s all a part of selling for the success of the client, and we’ve also realized that the more you do this, the better the relationship you have with the client.

Over the past few months Leads360 has changed from being a company that had a killer piece of software to offer, to a company that has a killer piece of software to offer along with 40+ talented professionals from all walks of business-life with experience and knowledge to lend to clients who are hungry for it…and it all starts on the Sales 2.0 floor.

Pass the Beans!

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