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"SalesMarketing101" Sales Process Definition
"SalesMarketing101" Sales Process Definition |
Sales Process Definition
A thorough understanding of how your company’s sales process flows and is conducted, is the key to improving it. In taking a potential buyer of your offerings from Suspect to Prospect to Customer and beyond, does your company have a defined sequential process? The Surfside Group (TSG) works with our Clients to create simple, but effective sales processes that work for their company culture and structure. What is your strategy for contacting the people in your marketing universe (your Suspects)? These are the people whom you know about because they are in your database, but they might not necessarily know about you and your company. What are you going to do to change that? The most common proactive ways include:
Determine the best way to introduce yourself to your suspects. What is your goal for that initial contact? What ‘rules’ will you put in place to differentiate a Suspect from a Prospect? At each stage of your sales process, what messages are consistently being communicated to potential Customers? Perhaps most importantly, what is your process for maintaining an existing Customers and giving them no reason to consider your competition next time your product or service is needed? We’ve seen many cases where an existing Customer was ‘lost’ simply because of no ongoing, consistent communication. An example: ABC Services provided commendable heating & air conditioning services to commercial properties in the area. The facilities manager for ABC’s largest Customer took a job in another part of the country and the new manager, Joe, was not familiar with ABC. Instead, Joe called a few of ABC’s competitors for quotes but did not include ABC because he was unaware of any previous relationship. If ABC had a system in place for consistent communication with prospective AND existing Customers, they would have had a better chance of maintaining the business and building a new, strong relationship with Joe. TSG works with our Clients to:
For more information on consulting and technology offerings from The Surfside Group, please contact: Suzanne Foley at 404-240-0664 or Matt Foley at 404-261-3349 |
