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the first step in the sales process has got to do with generating the right kind of leads leads are those prospects who have a higher likelihood of becoming customers and there are many ways by which leads can be generated now epically marketing can step in and generate leads by means of the following methods one is they can always organize workshops brown-bag lunches white papers they can organize events or they can even go about and organizing exhibitions or going to exhibitions where they get the business cards of potential prospects and leads and handed over to sales people now of course salespeople by themself can also do a lot of cold calling and they can also try to buy lists and of course there are lists ing to the standard Industrial Classification the si si codes and then try to do cold calling together on those lists now of course technology is also shaping the way leads are generated today and today we see more and more leads generated through social media like LinkedIn navigator using Twitter now you can also use more websites to actually generate leads we can look at things like search engine optimization and making sure that marketing works on the right words so that when the customer is looking for information they get the particular website and lead scan hence be generated so there are many ways by which technology is helping generate leads but of course lead generation is only one part of this process the next step is trying to make sure that amongst all the leads generated where should sales people be particularly paying attention to and there is a qualification process involved in all the leads generated that involves either one of the two methodologies one is referred to as M ad does the lead have the right amount of money can the lead afford the particular solution thus the person does the lead or the person in the prospects organization have the right Authority and how much do they desire having the solution being sold by the salesperson now a variation of that is bond we just got to do with okay what is the need of the business from the prospects organization that's B for business a for what does the authority of the person who's actually talking to the salesperson what is the need and that timeframe that the prospect is looking for for a solution so mad bent more or less they talk about the same kind of issue now of course these are ways by which you qualify the needs and the next step is to actually go and make sure that from the qualified leads you actually can proceed further to try and close the deal now one thing which the audience must be aware of is that there are tools like the demand waterfall or the demand unit waterfall by serious decisions which talk much more about how marketing and sales can work together hand in hand to make sure that the lead generation and qualification process is far more efficient than in previous days [Music]