My intention with this article is to present some guidelines or guidelines on the process of construction and management of the portfolio of prospects or business opportunities that can have a seller, especially in the field of sale of high involvement. Much of the literature related to the topic and many of the methodologies of consultative sales refer to this process as Lead Management and used a funnel as graphics help to illustrate how business opportunities are decanted to the extent that the sale process moves. First basic element: the idea is to have a mechanism that helps you, as a seller to maintain a flow of input into its funnel. This, in a nutshell, is to ensure that demand generation activities there is. Raw material the sales process is the input of business opportunities. If these mechanisms of identification of new business opportunities do not exist, should you begin to ensure that this flow is permanent. For example; marketing given identified prospects?, you receive opportunities through do do for your website?, its advertising strategy would generate new contacts?, its activities at trade fairs and conferences are successful in terms of new business opportunities?.

The first serious failure in the business process is that there are no mechanisms of demand generation. Check that they exist and that they work. If it is not, your chances of closing business down significantly. As a friend said to me, what matters is not identifying where the fish are, what matters is that attract them to our network. They serve, can be filling your network of fish that are not valuable be careful be attracting fish.

Second phase of the process: how to know if those fish are suitable or not?. Well, it is assumed that you or your company must be clear which are the opportunities that are worth. The question that I do many of my clients: do have a process of qualification opportunities?.