A passionate and thriving sales team lies at the heart of the real estate industry. Empowering the sales team to be effective and productive and having a lead generation process in place are the best approaches for a developer. While most businesses keep these things in mind, the “warming” part of it is often overlooked. “Warming” refers to whether or not a lead meets the qualifying criteria for a sales pitch. Lead generation, warming, and sales are all specialised verticals, with the sales team usually in charge of the last two segments.
Our observation, which has been validated by our existing principals, is that when the sales team is given qualified leads, it adds to the final conversion numbers. The sales specialists are then able to do what they enjoy the most – sell to interested customers, and that brings in more business.
Where do we come in? We understand the time of the sales team is precious, and they’d do a lot more effective work with qualified leads instead of working on the filtering system. We make sure the leads passed on to the sales team in the field are baked for them to add the cherry on the cake. We make sure a need analysis is done and the right project is mapped to the right customer. We commit to pursuing the customer and bringing them to the project site in front of the sales team. We also ensure that the customer is sufficiently enrolled for the sales personnel to carry a lead.
