How to Identify Hot Leads vs Cold Leads – (SaaS Sales)
Posted by Andrew Donnelly on October 7, 2014 to online sales
When it comes to sales in the software as a service (SaaS) marketplace, being able to distinguish between hot and cold leads is essential. After all, quality leads are the life blood of any successful sales force. They also have a heavy bearing on salesperson priority-setting and efficiency: to maximize their chances for closing a sale, sales professionals should focus more of their time and attention on leads further along in the buying cycle. In that context, care must be taken to identify and segment leads that are closer to making a purchase decision from those with general interest. In this article, we take a look at the different stages of lead qualification and how you can use these steps to tell hot leads vs cold leads and go on to maximize productivity and effectiveness in your own sales efforts.
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It is no secret that the standard work model has changed drastically in the last 10-15 years. Fewer people get up in the morning and drive to work, where they sit at a desk for eight hours before driving home. More people are telecommuting at least some of the time and that makes the use of 
With desktop sharing software, a whole new world of opportunities opens up to sales professionals. Via online sales demos, they can quickly demonstrate how their product or service delivers value and answer any questions a prospect has. The great benefit of this, is that the sales reps don’t even have to be in the same room as the prospects, either. However, just like in-person meetings, online sales presentations require careful preparation to be successful. If sales calls are an everyday part of your job, then this free guide will ensure you get the most out of that precious time with a prospect.
Like any regular Thursday, I’m working away on the day’s tasks at Mikogo. But this week I’m abroad in Barcelona, Spain, using online meetings and the Web to work remotely. Instead of going to Barcelona for just a few days of holiday, I arrived in Barcelona a week before my actual holiday begins. By preparing myself to work abroad I have increased my time in Spain but can still easily collaborate with my colleagues and get the job done. During the workday, I’m here at my laptop. Later I’m exploring the streets of Barcelona.
As a salesperson, when you’re getting ready to meet a prospect online, it’s important to keep in mind that preparation is just as important as delivery. Establishing rapport and initial prospect buy-in is vital, and to do so your presentation will have to be carefully tailored to the prospect’s line of business, target market, products or services, and unique demands. Careful preparation beforehand will help make you aware of what a prospect needs and be ready to demonstrate how your product or service can meet those needs.