Strategic allies for prospecting
Posted: Tue Dec 17, 2024 3:58 am
Should we use big data and business intelligence?
Can a single partner manage all activities?
Do we need sales acceleration teams?
Do we need traditional media agencies?
Do we hire external telemarketing and prospect management teams?
5) Sales support:
Which steps in the sales pipeline should be accelerated?
Can email flows be implemented to get the most out of the leads generated?
Does it make sense to work with freebies to speed up sales processes?
How to get the most out of CRM and contracted sales tools?
Does it make sense to purchase databases? From which vendor? How will they be activated?
Is it possible to implement predictive analytics schemes?
6) Sales process and presentation of opportunities to the potential client
Results do not depend on the seller, but on the process.
The process sells. The seller executes.
The prospecting committee must define how the c level contact list process should be created and optimized:
Is it necessary to develop a series of presentations? Explanatory videos? Brochures or written formats?
What should be discussed at the first meeting?
What information to collect?
What forms should be filled out to understand problems in depth?
How should this information be requested?
How to present reward needs?
What to validate before submitting an economic proposal?
7) The map of commitments
In long-term sales processes, the only way to evaluate progress is through commitments, an example:
Commitment to a requirements gathering meeting
Fill out the necessary form to define the requirement
Presentation of problems, reward needs and solutions
Purchasing and corporate committee meeting
Economic proposal and budget
Follow-up and final negotiation meeting
The prospecting committee is responsible for understanding the commitment map, the level of progress in the sales process and how to constantly improve it.
8) New opportunities
Is there an unconsidered customer segment that can be part of your marketing initiatives? Several economic and practical factors can reveal this:
The niches that have a better 'lifetime value'.
Niches with urgent problems that a product can solve.
Niches related to solutions and industry.
The prospecting committee must be in contact with these opportunities and how they can be taken advantage of (points 1, 2 and 3).
The prospecting committee strategically manages all commercial processes.
Fills the gap between sales execution and prospect attraction departments.
By having a coordinating team that constantly manages appropriate requirements and processes, the end result will be a clear improvement in sales and growth results.
If you want to learn how to form this team within your company, I recommend that you review our program:
Can a single partner manage all activities?
Do we need sales acceleration teams?
Do we need traditional media agencies?
Do we hire external telemarketing and prospect management teams?
5) Sales support:
Which steps in the sales pipeline should be accelerated?
Can email flows be implemented to get the most out of the leads generated?
Does it make sense to work with freebies to speed up sales processes?
How to get the most out of CRM and contracted sales tools?
Does it make sense to purchase databases? From which vendor? How will they be activated?
Is it possible to implement predictive analytics schemes?
6) Sales process and presentation of opportunities to the potential client
Results do not depend on the seller, but on the process.
The process sells. The seller executes.
The prospecting committee must define how the c level contact list process should be created and optimized:
Is it necessary to develop a series of presentations? Explanatory videos? Brochures or written formats?
What should be discussed at the first meeting?
What information to collect?
What forms should be filled out to understand problems in depth?
How should this information be requested?
How to present reward needs?
What to validate before submitting an economic proposal?
7) The map of commitments
In long-term sales processes, the only way to evaluate progress is through commitments, an example:
Commitment to a requirements gathering meeting
Fill out the necessary form to define the requirement
Presentation of problems, reward needs and solutions
Purchasing and corporate committee meeting
Economic proposal and budget
Follow-up and final negotiation meeting
The prospecting committee is responsible for understanding the commitment map, the level of progress in the sales process and how to constantly improve it.
8) New opportunities
Is there an unconsidered customer segment that can be part of your marketing initiatives? Several economic and practical factors can reveal this:
The niches that have a better 'lifetime value'.
Niches with urgent problems that a product can solve.
Niches related to solutions and industry.
The prospecting committee must be in contact with these opportunities and how they can be taken advantage of (points 1, 2 and 3).
The prospecting committee strategically manages all commercial processes.
Fills the gap between sales execution and prospect attraction departments.
By having a coordinating team that constantly manages appropriate requirements and processes, the end result will be a clear improvement in sales and growth results.
If you want to learn how to form this team within your company, I recommend that you review our program: