PHASE 4: PROSPECTING

Fill the sales funnel with enough opportunities to make the revenue goal.

 

Getting access to high-value buyers is the most critical activity a sales person can do. Having a repeatable process to gain access makes you less reliant to marketing and removes risk from your revenue plan. The ability to gain access at scale will have a drastic impact on your new business production.

Rapid Diagnostic

1. You know what your buyer wants from you when they are early in their decision process.

2. You know the programs you need to implement to generate leads (social selling, referrals, off-line prospecting, etc.).

3. You know which resources the Sales team needs when executing the prospecting processes.

4. You know how you are going to get the Sales team to adopt their prospecting programs.

5. You have made the prospecting process easy to execute with the use of technology.

6. You actively track metrics that indicate the success and/or failure of your prospecting process.

7. You have training programs in place that continuously provide new prospecting methods for the team.

8. Event success or failure is assessed by how many qualified leads are generated.

9. Incentive-based referral programs successfully generate revenue-generating leads for the sales team.

10. Your sales team has been enabled with a relationship management process that allows them to reach new buying centers within existing accounts.

Deliverables

• Relationship Management Process

• Referral Generation Program

• Social Selling Execution Plan

• Prospecting Activity Standards

• Event Execution Plans

• Instructor Training Guides

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Customer Experience Interlock Tool
August 13 2019
Customer Experience Interlock Tool
VIEW
Marketing Chief of Staff Core Competencies List
August 12 2019
Marketing Chief of Staff Core Competencies List
VIEW
Research Report: Making Your Number in 2020
August 1 2019
Research Report: Making Your Number in 2020
VIEW
previous
1 of 128
right
Loading...
Sales Strategy
Are CEOs Focusing on the Right Sales Opportunities?
Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a...
Read More
Sales Strategy
How a CEO Drives Revenue Growth with Digital Strategy
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth.   With so many definitions and ideas of what a digital strategy is and how to implement one, companies find it difficult...
Read More
Sales Strategy
The Impact of a Third-Party Perspective on Customer Experience
One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective.   In this...
Read More
Sales Strategy
Which Sales Org Structure Is Right for You?
Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. Why? It is viewed as an easier change to make, and it is likely you have executed or been a part...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS