| Marketing |
Prospecting |
Qualifying |
Closing |
| Identify industries, companies and roles that are most likely to need your products and services |
Telemarketing and inside sales, direct mail, e-mail, search engine optimization, contacts and referrals, third party channels, trade shows, webinars, seminars and industry influencers. |
What are the driving issues and motivations to action? Is there a compelling need? |
Solidify and work relationships |
| Messaging that will have the greatest impact on initial conversations |
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Who are the decision makers and key influencers? |
Networking throughout the prospect organization |
| Positioning your company's solutions against the competition |
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Is there a budget or project in place or can they be added mid-budget year? |
Develop and work with the inside sales person |
| Electronic and hard collateral to best support your messaging |
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What is the prospect’s buying process? |
Conduct detailed discovery |
| References and customer success stories for maximum effect |
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What does the competitive landscape look like? |
Configure solution and obtain customer buy-in |
| Maximize the marketing benefits of the internet and search engines |
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Is there a good fit for your solutions? |
Submit proposal and Conduct proof demonstrations |
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Sell against the competition |
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Utilize appropriate references |
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Comply with prospect's procurement process |
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Work through contract and price issues |
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Close the deal |
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