[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"doc-seo-571716-105":3,"detail-sidebar-cat-1-en-105":74,"doc-detail-571716-en":120},{"code":4,"msg":5,"data":6},0,"ok",{"site_id":7,"language":8,"slug":9,"title":10,"keywords":11,"description":12,"schema_data":13,"social_meta":67,"head_meta":69,"extra_data":71,"updated_unix":73},105,"en","cheat-sheet-lead-generation-and-first-contact-strategy","CHEAT SHEET - Lead Generation and First Contact Strategy","","A sales cheat sheet outlining a step-by-step process for capturing leads, qualifying them, and progressing through first contact to follow-up and closing. It compares inbound vs outbound lead generation, provides lead segmentation and prioritization criteria, and specifies research elements for high-priority prospects. It also details scripts and goals for first contact and the first appointment, including qualification, appointment setting, solution selling, and managing next steps. The follow-up section covers proposal handling, live review scheduling, deal-closing conversations, and objection resolution.",{"@graph":14,"@context":66},[15,34,49],{"@type":16,"itemListElement":17},"BreadcrumbList",[18,23,27,31],{"item":19,"name":20,"@type":21,"position":22},"https://docshare.wps.com","Home","ListItem",1,{"item":24,"name":25,"@type":21,"position":26},"https://docshare.wps.com/template/","Template",2,{"item":28,"name":29,"@type":21,"position":30},"https://docshare.wps.com/template/resumes/","Resumes",3,{"item":32,"name":10,"@type":21,"position":33},"https://docshare.wps.com/template/cheat-sheet-lead-generation-and-first-contact-strategy/571716/",4,{"url":32,"name":10,"@type":35,"author":36,"headline":10,"publisher":39,"fileFormat":42,"inLanguage":8,"description":12,"dateModified":43,"datePublished":43,"encodingFormat":42,"isAccessibleForFree":44,"interactionStatistic":45},"DigitalDocument",{"name":37,"@type":38},"Quinn Holloway","Person",{"url":19,"name":40,"@type":41},"DocShare","Organization","application/pdf","2026-10-13",true,{"@type":46,"interactionType":47,"userInteractionCount":4},"InteractionCounter",{"@type":48},"ViewAction",{"@type":50,"mainEntity":51},"FAQPage",[52,58,62],{"name":53,"@type":54,"acceptedAnswer":55},"What is the difference between inbound and outbound marketing for capturing sales leads?","Question",{"text":56,"@type":57},"Inbound marketing builds brand presence online and attracts leads through helpful content, typically based on permission and relationship-building. Outbound marketing attempts to generate leads via traditional advertising and campaigns that may not seek permission.","Answer",{"name":59,"@type":54,"acceptedAnswer":60},"How should leads be segmented and prioritized before outreach?",{"text":61,"@type":57},"Leads should be classified by factors such as inquiry source, location, industry, date, role/title, and prior activity (new, repeat, or existing customer). Prioritization should consider the warmth of interest and potential based on account size, scope, and duration, then assign leads to reps by territory and specialty.",{"name":63,"@type":54,"acceptedAnswer":64},"What key steps should be followed during the first appointment and the follow-up/close?",{"text":65,"@type":57},"During the first appointment, listen for clues, show you’ve done research, confirm problems and agreement, qualify budget and process, and discuss evaluation criteria and next steps with dates and deliverables. For follow-up and close, align proposals exactly with what was agreed, schedule live review with a firm date/time, summarize progress in the follow-up conversation, and address objections with firmness while reinforcing value vs cost and urgency.","https://schema.org",{"og:url":32,"og:type":68,"og:title":10,"og:site_name":40,"og:description":12},"article",{"robots":70,"canonical":32},"index,follow",{"doc_id":72,"site_id":7},571716,1791923314,{"code":4,"msg":75,"data":76},"success",[77,82,86,91,96,101,106,111,116],{"id":78,"doc_module":22,"doc_module_name":25,"category_name":79,"show_sort_weight":80,"slug":81},11,"Presentations",90,"presentations",{"id":83,"doc_module":22,"doc_module_name":25,"category_name":29,"show_sort_weight":84,"slug":85},12,80,"resumes",{"id":87,"doc_module":22,"doc_module_name":25,"category_name":88,"show_sort_weight":89,"slug":90},14,"Invoices",70,"invoices",{"id":92,"doc_module":22,"doc_module_name":25,"category_name":93,"show_sort_weight":94,"slug":95},15,"Posters",60,"posters",{"id":97,"doc_module":22,"doc_module_name":25,"category_name":98,"show_sort_weight":99,"slug":100},16,"Social Media",50,"social-media",{"id":102,"doc_module":22,"doc_module_name":25,"category_name":103,"show_sort_weight":104,"slug":105},17,"Forms",40,"forms",{"id":107,"doc_module":22,"doc_module_name":25,"category_name":108,"show_sort_weight":109,"slug":110},18,"Letters",30,"letters",{"id":112,"doc_module":22,"doc_module_name":25,"category_name":113,"show_sort_weight":114,"slug":115},21,"Paper Templates",5,"papers-templates",{"id":117,"doc_module":22,"doc_module_name":25,"category_name":118,"show_sort_weight":4,"slug":119},158,"General","general-158",{"code":4,"msg":75,"data":121},{"doc_id":72,"user_id":122,"nickname":37,"user_avatar":123,"doc_module":22,"category_id":83,"category_name":29,"doc_title":10,"doc_description":12,"doc_content":124,"file_id":125,"file_url":126,"file_type":127,"file_size":128,"view_count":4,"is_deleted":4,"is_public":22,"is_downloadable":22,"audit_status":22,"page_count":33,"language":129,"language_code":8,"site_id":7,"html_lang":8,"table_of_contents":130,"faqs":131,"seo_title":132,"seo_description":12,"update_tm":73,"read_time":26},2336474466712,"https://ap-avatar.wpscdn.com/davatar_a8503ba1806abce46bf441b54a3ca4cd","CHEAT SHEET  \n1 Capturing Sales Leads (Filling the Sales Funnel)  \nInbound Marketing involves building a strong brand online via blogs, social media, search engine optimization (SEO) and attracting new leads with helpful, informative content. Inbound marketing is generally permission-based and depends on building two-way relationships with potential customers once they find you by search or social networks. Outbound marketing attempts to capture new sales leads by traditional advertising and marketing methods that do not necessarily seek permission, such as advertising and direct mail campaigns.  \n| Inbound Marketing (Relative Cost/Time) Outbound Marketing (Relative Cost/Time) |  |\n| --- | --- |\n| Blogging ($)\u003Cbr>Landing Pages ($)\u003Cbr>Social Media Engagement ($$) Search Engine Optimization ($$)\u003Cbr>vs\u003Cbr>E-mail Marketing Campaigns ($$) Telemarketing ($$-$$$)\u003Cbr>Direct Mail Campaigns ($$$)\u003Cbr>Print Media Advertising ($$$ - $$$$) |  |\n| Videos, Webinars & E-books ($$) | Radio Advertising ($$$-$$$$) |\n| Social Media Campaigns ($$) | TV Advertising ($$$$) |\n\n2 Lead Segmentation & Screening  \na) Classify leads based on inquiry/campaign, location, industry, date, role/title, other  \nb) Classify leads based on prior activity – new lead, repeat lead, existing customer  \nc) Prioritize leads based on “warmth” of interest, comments, answers to questions  \nd) Prioritize leads based on product/service account potential (size, scope, duration)  \ne) Assign leads to sales representatives based on territory, product/service, specialty, seniority  \n3 Lead Research on High Priority Leads  \na) Company: location(s), industry, products/services, public/private, \\# of employees, revenues, in business since... , growth/decline, divisions  \nb) Contact: name, title, department/division, e-mail, phone, decision-maker?  \nc) Competitors: name, website, market share, differentiation  \nd) Challenges: what do most CEOs/executives see as the biggest hurdle to success?  \ne) Tools: website, social networks, Hoovers, Dunn & Bradstreet, Leadlander, Jigsaw and Salesquest  \n4 Making First Contact CHEAT SHEET  \n| Goal > | Get an appointment |  |\n| --- | --- | --- |\n| Strategy > | Set the hook by establishing needs and available solutions |  |\n| To-Do > | • Ideally, contact via phone or in person\u003Cbr>• Who you are, what you do to solve their problems\u003Cbr>• Ask them about their biggest challenge(s)\u003Cbr>• Establish preliminary qualification (are they in the ballpark?)\u003Cbr>• Encourage a business level discussion before getting into the details\u003Cbr>• Find out if contact is the decision maker? | • Establish interest in further discussion\u003Cbr>• Find out who will be the decision maker, or whether there will be multiple decision makers in a team approach\u003Cbr>• Try (hard) to get the decision maker(s) involved early\u003Cbr>• Make an appointment now |\n| Tips > | • Apologize for interrupting, but tell them why it will be worth their while to talk for a couple of minutes\u003Cbr>• Be personable but professional, not “salesy”\u003Cbr>• Ask questions, wait for answers | • Don’t do all of the talking\u003Cbr>• Don’t “wimp out” on getting the appointment. This is the main goal. |\n\n5 First Appointment  \n| Goals > | • Build a relationship\u003Cbr>• Establish your ability\u003Cbr>to solve problems | • Qualify them\u003Cbr>• Get an agreement to move forward |\n| --- | --- | --- |\n| Strategy > | • Listen for clues, and don’t assume anything\u003Cbr>• Show that you have done your homework on them\u003Cbr>• Show how you have helped other,\u003Cbr>similar customers | • Add value right away by making suggestions\u003Cbr>• Develop a need and an urgency to buy from you |\n| To-Do > | • Review and get agreement on what their problems are\u003Cbr>• Make clear how you can solve those problems\u003Cbr>• Ask them if they agree that you can solve those problems\u003Cbr>• Get an understanding of the budget and overall process\u003Cbr>• Ask them when they would like to get started | • Ask them how they will evaluate, what time frame, what criteria, who will decide, and are there compet","cbCaic83u6aXYaWU","https://ap.wps.com/l/cbCaic83u6aXYaWU","pdf",1045205,"English","# Capturing Sales Leads (Filling the Sales Funnel)\n# Lead Segmentation & Screening\n# Lead Research on High Priority Leads\n# Making First Contact CHEAT SHEET\n# First Appointment\n# The Follow-Up & Close CHEAT SHEET","[{\"question\":\"What is the difference between inbound and outbound marketing for capturing sales leads?\",\"answer\":\"Inbound marketing builds brand presence online and attracts leads through helpful content, typically based on permission and relationship-building. Outbound marketing attempts to generate leads via traditional advertising and campaigns that may not seek permission.\"},{\"question\":\"How should leads be segmented and prioritized before outreach?\",\"answer\":\"Leads should be classified by factors such as inquiry source, location, industry, date, role/title, and prior activity (new, repeat, or existing customer). Prioritization should consider the warmth of interest and potential based on account size, scope, and duration, then assign leads to reps by territory and specialty.\"},{\"question\":\"What key steps should be followed during the first appointment and the follow-up/close?\",\"answer\":\"During the first appointment, listen for clues, show you’ve done research, confirm problems and agreement, qualify budget and process, and discuss evaluation criteria and next steps with dates and deliverables. For follow-up and close, align proposals exactly with what was agreed, schedule live review with a firm date/time, summarize progress in the follow-up conversation, and address objections with firmness while reinforcing value vs cost and urgency.\"}]","CHEAT SHEET - Lead Generation and First Contact Strategy | PDF"]