Process

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Building a sales process

sales process that works!

Recently, the sales industry has evolved and changed significantly. As a result, sales professionals have had to adapt their processes to stay relevant and effective in their roles. Over the past 7 years, we have improved our process by considering feedback, learning from our experiences, and adjusting to changes in the market. Our sales processes include:
Define your ideal business prospect
Identify your ideal sales opportunity
Decide on your sales cadence
Defined sales processes
Implement, monitor, and revise
Technology-based activity management
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Our sales process steps

A structured approach to accelerate sales growth

Sales prospecting

We identify the sales prospects you want to meet with. This involves looking at specific industries, types of businesses and decision-makers you want as customers and preparing a custom hit-list each week.

Lead qualifying

We assess the prospect and research the key decision-makers online, telephonically or via email. We learn more about the business and the role of the decision-maker to ensure we are speaking to the right person in the organisation. Lead qualification helps us prioritise leads and focus on those that are most likely to convert.

Contacting prospects

Once the Sales Lead Generator has identified and qualified potential customers, the next step is to reach out to them. We do this primarily through phone calls and emails. We tailor your message to each prospect to promote your product or service as a solution to meet their needs. 

Sales pipeline

The Sales Lead Generator will create a sales pipeline and add to that sales pipeline each week. The Sales Lead Generator will actively engage and follow up with prospects in their pipeline to move prospects through the various sales stages from suspect, to prospect, to a potential opportunity. All activity is captured on our CRM. 

Relationship building

If the prospect is not at the right point in the buying cycle, we nurture the prospect until they are ready to decide. The Sales Lead Generator will build relationships with these prospects for you by keeping in regular contact, ensuring that clear and consistent lines of communication are maintained, and record their responses so that we can adjust our approach. 

Appointment setting

The Sales Lead Generator will manage all sales meetings, follow-up meetings, and proposal presentation meetings, ensuring the correct attendees are in the discussion, that all meetings are confirmed and that the timing of meetings is suitable for you.

Follow-ups

The Sales Lead Generator will help you chase proposals and get feedback from prospects on your proposals, allowing you to tweak any proposals which do not meet expectations, and hopefully getting the decision-maker closer to signing off.

Cross-sell and up-sell

By cross-selling or upselling you can increase the value of your customers. The Sales Lead Generator can help you cross-sell related products or services or upsell to a more expensive version of the product or service they already have.

Engage dormant/neglected customers

Every business knows that it is more expensive to gain new customers than to keep existing customers. As part of a customer retention strategy, the Sales Lead Generator will engage dormant or neglected customers. It can help to bring back customers who have stopped engaging with your business, and it can also help to build loyalty among existing customers. 

Weekly activity report

A weekly activity report summarises the tasks and activities completed by your Sales Lead Generator during the week. It includes details such as the type of work performed, who was targeted, who showed interest, meeting and proposal requests, objections and challenges, and highlights. The report can track progress on projects, identify areas for improvement, and provide visibility into the Sales Lead Generator’s performance. 

Relationship Building

If the prospect is not at the right point in the buying cycle, we nurture the prospect until they are ready to decide. The consultant will build relationships with these prospects for you by keeping in regular contact, ensuring that clear and consistent lines of communication are maintained, and record their responses so that we can adjust our approach.

Appointment Setting

The consultant will manage all sales meetings, follow-up meetings, proposal presentation meetings, ensuring the correct attendees are in the discussion, that all meetings are confirmed and that the timing of meetings is suitable for you.

View some of the business sectors we serve

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