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Suspects vs leads

When you are selling a product or service to a new client, there are two types of potential customers: Suspects & leads. These concepts are not the same, and understanding their differences is crucial to improving your sales process.

When someone reaches out to you; it's known as a lead. That contact is qualified; they have a requirement and are interested in your product or service.

However, when you have to make the initial move and present the product for the first time to a contact; it’s an unqualified prospect. Otherwise known as a suspect.

Most sales reps need to manage both prospects and leads. Some only handle the first, while others take care of the latter. It largely depends on the structure and how the sales department is divided. They certainly shouldn't be handled the same way, and that's where many of the traditional CRM systems go wrong.

A sales rep needs to transform a suspect quickly into a lead with minimal fuss. They can start working on trying to convert the business or cancel it if there's no further interest.

Prospects can become leads, but they can also amount to nothing. It's essential that you manage such transitions efficiently without exerting too much energy on lower quality contacts.

Furthermore, when there is an identified lead, i.e. a qualified prospect, the sales rep needs to focus and make sure they never forget about the next action (e.g. call, send out an e-mail, arrange a meeting, etc.).

Suspects can be managed on a spreadsheet, whereas leads can’t. Leads require a precise follow-up; they need to go through the sales funnel. Calls and meetings have to be set up, and so on.

You need to know the last thing that happened to progress to the next step. It's not possible to do that on a spreadsheet.

Where is it possible to manage both prospects & leads easily and efficiently?

Inside no you import the spreadsheet with your prospects into what we call Prospecting Lists. When a contact becomes qualified (they have shown interest in what you have to offer), you create a lead in the system with a single click on the (+) button. If not, you cancel the row using the right-click menu and forget about it.

Once a prospect becomes a lead, you manage it like any other – with proper reminders that can sync with your calendar, with a sales funnel, a to-do page, etc.

View also: Create leads from Prospecting Files

Next post: Prospecting Lists, Leads & Client Folders

Table of contents

  1. Organizing your sales activity
    1. Our Philosophy
    2. Suspects (Unqualified Prospects) vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. The Importance of Categorizing Your Leads
    7. Managing Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
  2. Organizing Your Daily Activities
    1. Every Morning, Know Exactly What Leads You Need to Work On
    2. Follow Up the History of yYour Exchanges & BCC Email Conversations
    3. Set Reminders and Synchronize Your Account with Your Calendar
    4. Extended, Compact & Pipeline Mode
    5. Create Several Pipelines to Analyse Different Sales Processes
    6. Make your Most Important Leads Stand Out
    7. Find Leads by Using Filters
  3. Learn How to Use Prospecting Lists
    1. When and How to Use Prospecting Lists
    2. Only Turn a Row into a Lead Once the Contact is Qualified
    3. The Importance of Using Column Names
    4. Magic Columns
  4. Working on the Go
    1. Mobile App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. Follow up your Business Activity - Understanding How it Works and Collaborating
    1. Analyze your Activity by Category or by Salesperson
    2. Find the Leads That Have Been Pending for too Long
    3. ROI of Specific Actions, or of a Specific Month Activity
    4. Using the Activity Feed to Manage your Team
    5. Follow the Sales Activity Every Morning Thanks to the Daily Activity E-mail
    6. Exporting your Data for Reporting or Marketing Purposes
  7. Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. Connect to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events