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

Sales Strategy
How to Lead a Digital-Oriented Sales Strategy
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies...
Read More
Sales Strategy
Leading a Legacy Company to Accelerate in Any Market Condition
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year.   However, companies like Hexagon PPM have not been around for over 50...
Read More
Sales Strategy
How Software Leaders Pragmatically Prepare for 2021
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers...
Read More
Sales Strategy
How New Sales Leaders Thrive in the Heat of the Spotlight
As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...
Read More