The short answer: Yes.
Anyone in telecom sales knows the importance of prioritizing leads and allocating your time wisely. Of course there will always be prospects that are clearly worth extra attention and time. But no prospect should be ignored if you are still interested in growing.
The reasons are obvious: you never know who will surprise you, ignoring a lead may hurt your brand image, etc. But we have a prime example of the value of every lead.
A few days ago we were contacted by a company that wanted our gloCOM unified communications softphone app. They already had an Asterisk-based PBX system and were not interested in making any changes. They just needed that one last piece to tie the whole solution together.
Rather than writing them off as satisfied with another provider, the assigned Account Manager started a conversation to see where it went. In just 15 minutes the contact had become interested in our philosophy of “all the pieces” and signed-up to test Multi-Tenant PBX.
Moral of the story: Even a prospect that is 100% satisfied with their current provider can be swayed with even a short, open conversation.
So the answer is yes, ALL prospects are worth the sales pitch.
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