Once upon a time there was the Marketing Director of a company in Campania rather coveted by suppliers from all over Italy and abroad.
Curiously, despite his role, he was accessible to most and available for a telephone interview for presentation.
In return, he willingly used to agree to meet the salesman, welcomed him to his office and offered him a good coffee.
So many salesmen were enthusiastic, ready to submit samples, catalogs, price lists, but unfortunately they all came back disappointed.
This gentleman had in fact a great sense of hospitality but being hospitable and wanting to evaluate the purchase of a product is easier said than done, to remain on the subject. Trust me!
Legend has it that, from these life experiences, many years ago the introduction of the precious
QUALIFICATION PARAMETERS
was born. The parameters of qualification (or better, DIS-QUALIFICATION) allow whoever is in charge of the search of sale opportunities to use an objective criterion to understand if the availability from a potential customer is a serious intent or just courtesy and to disqualify, consequently, all the losses of time or considered as such.
If that Marketing Director from Campania had been asked precise questions about his needs, the budget allocated, the timing for a possible purchase, the salesman would have discovered that there were no conditions for an appointment beyond a mere courtesy appointemt.
In view of the numerous cases filed, Southern Italy is certainly the area with the highest lead generation redemption.
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Higher redemptions do not always correspond to higher sales conversions
It all depends on the qualification parameters applied.
The stricter they are and the more targeted the opportunities will be (even if they are less numerous)
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What about the most difficult area for lead generation?
There are very difficult areas, where parameters are often not necessary because no one would ever give you an appointment if there was not actually an interest in your product. One example above all: the BRIANZA area in Lombardy.
The important thing is that, whatever your target area, the opportunities, one of the mantras of our service, are well qualified:
qualified leads 365 days a year
