Define your sales process

The sales Process is a succession of steps to take prospect from initial interest to closure

Define the process = define the happy path for the customer,

⇒ You must have a sales process formalized and customer oriented

⇒ we need to clear view on how to move forwards with the prospects

You can for example consider 3 steps to seduce the prospect : 1) on-boarding, 2) deployment/test process, 3) activation

⇒ e.g. 1) show how easily you can get value from the tools during few key moments, 2) show how it can be use during a POC, 3) Show how it scales and how you can get value from making scale the POC
know the key moments from customer perspectives (I first want to test the tool, ...) ;
define the steps : Before/After interests, build a champion, decision maker
Selling value not feature : Customer Centric Selling Methods : Selling value not feature

⇒ define customer profil investigation methodology
Implement the process
Define the success criteria : SAL (Sales Accepted Lead) ⇒ e.g. BANT (Budget Authority Need & Timing) and the implication level associated according to the type of prospects

⇒ you need to focus on success prospects

Define and measure KPIs : conversion rate at each phasis to see where the prospects churn the more often :

⇒ e.g. follow for each phasis : number of prospects, stage duration, average basket, the chance rate of churning
Automate
Iterate : on targets, customer moments, best practices

Outils

Outils pour construire un fichier de prospection

Outils générales

Conseils généraux