Phase 4: Prospecting

Fill the funnel with real sales opportunities.

 

The Problem

Marketing is going to contribute ~30% of the pipeline, which means sales needs to generate ~70% of the sales opportunities. Pipeline per rep varies too much without a standard prospecting process used by all. Lead quality and lead-to-opportunity conversion rates suffer when prospecting is left up to each individual sales rep.

 

The Solution

  • Critical success factors
  • Prospecting process:
    • Social selling program
    • Referral generation program
    • Offline prospecting program
    • Certification process
    • Gamification methodology

 

With your prospects now clearly identified, it is time to move into Phase 5: Sales Process.