Play #027 Where are the Glengarry Leads?

Welcome to the Play #027 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

These are the leads every salesperson wants.

The leads that are known as the "Glengarry Leads"

Leads that are most likely to close.

But in most cases, they are right in front of them, but they just don’t know it.

These leads can be found in your CRM if you know where to look for them.

They can be any of the following:

1. They booked a meeting and never rescheduled

2. They started a trial with low usage

3. They started a trial and never converted

4. They had a demo but didn't get to the proposal

5. They got to a proposal and didn't close

Figure out how to run these reports in the CRM and develop a strategy for each unique case.

Read all the notes and keep an open mind to get these leads to the finish line.

Too often, there are a lot of negative assumptions about leads in the CRM, but they can easily be reactivated, and in a lot of cases, they never bought because they weren't properly engaged.

I have personally closed over $1M in revenue by working with these types of leads and asking them one simple question.

You will find that most of the time there is still an opportunity there, and you can get them back into an engaged sales cycle.

See you again next week.

-Collin Mitchell