Effective Sales Leads
+
Effective Account Assignment
--------------------------------
Improved Prospecting Performance
& Profitable Sales Growth
There Is Probably No Other Area
In Which We Have Invested More Time,
More Energy and More Resources
Than In Developing Processes
To Improve An
Outbound B2B Telephone
Sales Organization’s
Ability
To More Effectively
Prospect
For New Business.
If Ever There Was
A
“Silver Bullet”
For Improving
The
Performance & Profitability
of an
Outbound B2B Telephone
Sales Organization…
Developing & Implementing
An Effective
Business Intelligence System
Would Be It!
Those Sales Organizations
That Have
Effectively Developed & Executed
Automated Processes
To Have
Targeted Prospect & Customer
Business Intelligence
Sent Directly To The Desktop
of the
Outbound Sales Representative
Responsible For Managing
The
Account Mentioned
In Each
Business Intelligence News Release
Have Shown
Significant Growth Trends
Above Those
Outbound B2B Telephone Sales
Organizations
That Do Not Have
“Effective”
Business Intelligence Systems
In Place.
Why Invest In Business Intelligence?
All The
Valid Business Reasons
Your Outbound Sales Organization
Will Ever Need
To Contact Their
Top Prospects & Customers
As Often As They Need...
Are Available Today
“FREE”
On The Internet
Business Intelligence Is Information
That Can Be Converted Into Valid Business Reasons To Contact Target Prospects & Customers
- Pain & Problems
- Financial Releases
- Strategic Initiatives
- Mergers & Acquisitions
- Building Of New Facilities
- Changes At C-Level Positions
- Store & Plant - Openings & Closures
- Complete “Key Contact” Information
To Set-Up An Effective Business Intelligence System
You Will Need To Know The Following:
- The Right Questions To Ask
- How To Properly Word Each Question
- Where To Obtain The Most Effective Answers
- How To Design Business Intelligence Filters
- How To Automate The Data Capture Process
- How To Get The Business Intelligence Automatically Delivered To The Appropriate
Account Manager’s Desktop
Targeted Industry - Business Intelligence
Retail
For Under $600
There Is A Targeted
“Retail”
Business Intelligence Resource
That Provides
“Extremely”
Accurate Information
For
Prospecting New Business
- Annual Sales
- Current # Of Stores
- Number of Employees
- Key Contacts & Titles
- Location Of Each Store
- Projected Store Closures
- # Of Lanes In Each Store
- Projected Store Openings
- Technology Budget Details
- Type Of Computing Technology
- Plans For Improving Technology
You Can Obtain Automated
Daily Intelligence Reports
Notifying Your Sales Organization
Of Your
Target Prospect’s & Top Customer’s
Plans For:
- Acquisitions
- Expansions*
- Plant Closures
- New Facility Openings*
- Project Leaders
* including: the size and location of each facility,
when each facility will be constructed and
when the facility is projected to be opened
Which Will Provide
Your
Outbound B2B Telephone
Sales Teams
With Unlimited
“Value Packed” & “Value Added”
Reasons To Contact
Your Target Prospects & Customers
And You’ll Significantly Increase
The Profitable Sales
&
Customer Growth Performance
Of Your
Outbound B2B Telephone
Sales Organization.
How To Develop An Effective Strategy
For Attracting & Retaining
A Record Number Of New Customers
5 Steps to Achieving
Profitable Customer Growth
Performance
Our Ability To Provide
Outbound B2B Telephone Sales Organizations
With Effective Sales Lead Processes
That Can Continuously & Profitability
Attract & Retain New Customers
Consists of a 5 Step Approach
- Developing A Business Intelligence System
- Creating Account Penetration Maps
- Identifying Valid Business Opportunities
- Creating Targeted Sales Approaches
- Executing Triangulation Prospecting Strategy
Outbound Excellence Account Mapping & Triangulation Prospecting Processes
Step #1 Identifying Secondary Facilities
For Each Target Prospect & Customer
Step #2 Identifying Key Contacts
At Secondary Locations
Step #3 Transferring Location & Contact Information Into An Account Map
Step #4 Contacting Secondary Locations
Prior To Making A Call To The Key Decision Maker At The Headquarter Location To:
- Qualify the Account
- Uncover Needs & Pain Points
- Test Potential Solutions
- Verify Key Decision Makers
- Determine Budget
- Identify Decision Making Process
1. Increases Sales & Customer Growth
The 1st Contact With The Key Decision Maker
Is To Address A Key Business Challenge
& How Your Company's Solutions
Have Already Helped Companies
In Their Industry Facing This Same Challenge Effectively Overcome The Challenge
2. Reduces Wasted Time & Effort
By Eliminating Contacts To Key Decision Makers With Nothing More Than An Introduction
& Offer To Send Information
That May Or May Not Have Any Relevance
To The Key Decision Makers Needs
3. Increases Contact Time & Frequency
Instead Of Sending Endless
Voicemail Messages Inquiring
"Did You Receive The Literature"
Which The Prospect Never Read
Key Decisions Makers Have Time Allocated
On Their Schedule To Review Your Solution
As You Have Earned Both Their Trust & Interest
1. Researching Target Active Buying Accounts
2. Identifying All Manufacturing, Wholesale, Distribution & Retail Locations
3. Obtaining Key Decision Maker Contacts
For Each Target Location
4. Identifying Subsidiary / Affiliated Companies
5. Identifying Established Relationships
With Affiliated Buying Accounts
6. Requesting Referrals At Affiliated Locations
7. Obtaining Reference Letters & Authorization
To Use A Current Buying Contact As A Reference
8. Leveraging Referrals & References Along With:
- Approved Vendor Status
- Established Credit Lines
- Volume Purchasing Discounts
- Understanding Of Corporate Business Needs
To Develop Finely Tuned & Well Targeted
Account Penetration Strategies
9. Executing Effective Call Strategies That Are
Pre-Designed To Offer A Complex Solution
To One Of Each Affiliated Company's
Most Pressing Needs
10. Earning The Right For Prospects & Customers
To Open Up And Discuss The Challenges They Face In Increasing Their Sales & Reducing Their Costs
11. Prepared To Match The Specific Value
The Customer Would Receive From Your Solutions To Their Stated Needs And Challenges
12. Ready To Support Your Company's Ability
To Meet Their Needs By Providing A Reference
From An Affiliated Company
For Which Your Company Has Already Solved
An Equal Challenging Need
That Resulted In A Reduction Of Cost
Or Opening Of A New Revenue Stream
13. Resulting In The Achievement Of Continuous Profitable Sales & Customer Growth Performance
It Is Common To Discover
That Multiple Reps Are Working
Multiple Subsidiaries
Of The
Same Parent Company
While Neither Rep Is Aware
Of The Other Affiliated Buying Account
And Often Times
Not Even Aware
That Other Subsidiary Companies
& Locations Exist
Another Profitable Customer Retention
& Development Process Is Conducting Quarterly Account Development Research To Identify Potential New Business Opportunities
- Risk Factors
- New Facility Openings
- Competitive Movement
- Mergers & Acquisitions
- New Strategic Initiatives
- Target Facility Expansion
- Changing Industry Trends
Key Decision Makers & Influencers
Are Spending Considerable More Time
Searching The Internet
To Obtain Key Industry Intelligence
Convert Their Search Engine Efforts
To A Click On A Bookmark
Pointed At The Knowledge Center
Section Of Your Website
- Create Technology Specific “User Groups”
- Develop “Target Industry” Newsletters
- Add A “Latest Industry News” Landing Page
- Conduct “Changing Industry Trends” Webinars
A Good Way To Improve
Targeted Selling Opportunities
Is To Develop Targeted Solutions
Specifically Tailored To Overcome
Common Industry Challenges
1. Develop
Targeted
Industry
Newsletters
2. Have Each Newsletter Address
A Key Target Industry Challenge
3. Include Tips & Ideas
For Overcoming Each Challenge
4. Include A Case Study
Of How Your Company's Solutions
Have Already Helped A Company
In That Same Industry
Effectively Solve The Problem
Addressed In The Newsletter
5. Select Case Studies
That Solved A Customer's Problem
By Either Cutting Costs
Or Creating A New Revenue Stream
Hold Target Industry Events & Webinars
Invite Your Prospects & Customers
To Attend Regular Industry Events & Webinars
&
Ask Them To Invite Their
Staff, Peers & Superiors
Use A Registration System
To Capture Contact Information
Don't Focus On Generating Leads
Focus On Building A Leads Factory
1) Hire A Lead Generator That Fits
Your Ideal Sales Candidate Profile
And Use This Position As A Step
To An Outbound B2B Telephone
Sales Representative Position
2) Have the Leads Generator
Pull Lists Of Target Prospects
Using Your
Ideal Customer Profile Criteria
3) Have the Prospect’s
Profile, Locations & Latest
Pertinent News Captured &
Pasted Into the Notes of the Account
4) Use A Quality Contact Database
to
Obtain the Names & Contact Information
For Each Of These Targeted Prospects
5) Have The Target Contact Information
Verified & Added To Each Account
6) Set-Up Automated
Lead Request, Lead Distribution
& Lead Tracking Systems
7) Task Your Sales Managers
To Ensure All Sales Representatives
Are Requesting, Receiving &
Contacting These New Leads
These Are Just A Few
Of The
Profitable “Sales Lead” Processes
We Have Designed & Tested
& Have Proven Effective
In Increasing
Profitable Sales & Customer Growth
Performance
Account Assignment Strategy
Outbound Sales Organizations
That Assign Their Salespeople
To Targeted Market / Customer Segments
Achieve Significantly Higher
Profitable Sales & Customer Growth Performance
Than Outbound Sales Organizations
That Use An Alternate
Account Assignment Approach
A Profitable Account Assignment Strategy
Includes The Following Processes
Analyzing
Active Buying Customers
To Identify Segmentation
& Assign Prioritization
Of Target Markets
Assessing
Target Market Segments
To Ensure The Unique Needs
Of Each Market Segment
Are Well Defined
Developing
Customized Selling Strategies
Tailored To Meet The Unique Business Needs
Of Each Target Market Segment
Ensuring
Appropriate Sales Force Size,
Structure & Assignments Are In Place
Maximizing
Sales Force Investment
Across Product & Customer Segments
Resulting
In The Sales Organization's Ability
To Attract & Retain A Record Number
Of New Customers
In Each Of Their
Target Market Segments
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