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More ISOs are providing “qualified leads or appointments” to their agents, says Todd Ablowitz, president of Double Diamond Group, a Centennial, Colo.-based consulting firm. Qualified leads are the names of potential customers that have demonstrated an interest in the product or service the agent is selling. With qualified leads, an agent may “have a [sales] close ratio north of 50%,” but with “a traditional [cold] call you would have a lower rate,” Ablowitz says.

Not every sales promotion or incentive will excite the entire sales staff, notes Ablowitz. “Every promotion targets different people, and every office is different,” he says. “You have to tailor incentives to meet the employee segment you want to motivate.”

Payments Source, March 17, 2010