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Sales Operations

The unwritten rules of the road. Every sales team is different, but many follow shared industry terminology and best practices. These are the important key industry rules and shared best practices of lead, opportunity, and post-sale operations.
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Saleshive lead generation glossary

What is Sales Development Outsourcing?

Sales development outsourcing is a form of outsourcing in which an external sales development team is hired to generate new business on behalf of the client. The process consists of contact research, account mapping, data verification, cold calling, email marketing, CRM management, meeting setting, meeting qualification and other sales development activities. At SalesHive, we are your sales development team. We handle all the difficult and time-consuming tasks related to sales development so your sales team can focus on closing deals.

What is Qualification?

Qualification is the process of identifying whether or not a lead is worth a sales reps time. Qualification can happen during the list building process. For example, if you know that you can only sell to hospitals with more than 10,000 beds, it is more efficient to build out the lists of qualified hospitals then to manually review them one by one after you've set meetings with them. Alternatively, qualifications can happen after the lead has been created. For example, a qualification question could be, "Are you interested in redesigning your website in the next year?"

What is an Unqualified Lead?

An unqualified lead is a lead that does not meet the qualification requirements of a sales organization. An example would be a student researching for more information for a class. Other examples include companies with very small budgets and are located in regions that are unable to be serviced, like overseas or with geographic limitations. A sales development rep (SDR) typically reviews every inbound lead to see if the lead is qualified to meet with one of their account executives. The goal being to not waste any of an account executives time with an unqualified lead that probably won't lead to a sale.

What is a Qualified Lead?

A qualified lead is a lead that satisfies all the requirements of qualification. This is identified by asking the lead qualification questions.

What is a Qualifying Question?

Qualifying questions allow a sales development rep to qualify whether a lead satisfies specific qualification requirements. An example is, "How many employees does your company have?" This question would help weed out small organizations that don't have the budget for your services.

What is Customer Relationship Management (CRM)?

Customer relationship management (CRM) is a platform in which companies store customer data. It typically consists of data that includes leads, accounts, contacts, opportunities, and clients. CRMs were built to centralize contacts with their related touch points and contact information all stored in one convenient place. CRM tracks activity for each contact, which enables a company’s employees to have an understanding of the relationship with a customer without ever interacting with that person. The most common CRM in sales development is Salesforce, which is a cloud-based software company. On any given contact page in the CRM you may find data on the contacts location, contact info, their account rep, what email notifications they have received, their signed contract, and any prior communication with sales or support specialists.