How can I build an actual countdown/timer to trigger urgency for an action for my sales team, once a prospect signs up to our SaaS?

Sure add a timer. But you need teeth.

The simplest hack to take away the lead. Period:

  • Set up an SLA or two.
  • E.g., The lead needs to be contacted within 2 hours or the lead is routed to a different rep. And doesn’t come back.
  • E.e.g., The lead then also needs to get a demo within 1 week or the lead is routed to a different rep. And doesn’t come back.

Etc. etc.

Take away the lead.

Key to this is setting up a dedicated rep that takes all the leads that aren’t followed up with promptly. This can be a great proving ground for new, less experienced reps.

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Published on January 4, 2017

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