Sales Accepted Lead (more Sales than PreSales)

Stage Goals

Get a meeting. Determine if there is sufficient reason to believe the lead has potential and should be pursued by Sales.

Best Practices

To effectively prospect, it is crucial to maintain a healthy pipeline (minum 5 times your quota) , engage with prospects early in their decision-making process, and adopt a personalised approach to create a sense of a personal relationship. Here are the best practices for SaaS prospecting

  • Schedule consistent prospecting time daily.
  • Be available when buyers need you, especially during the consideration stage.
  • Initiate first contact and engage with buyers early in their decision-making process.
  • Commit to regular prospecting activities to maintain a pipeline full of leads.
  • Leverage digital platforms and social media to adapt to the changing buyer landscape.
  • Focus on understanding the prospect’s needs and preferences.
  • Aim to influence sales early on by providing valuable information and guidance.
  • Develop a personalised approach to engage with prospects and build trust.
  • Continuously improve your sales skills and techniques to enhance prospecting success.
  • Utilize various methods such as POV presentations, event introductions, LinkedIn, competitor stories, workshops, and news articles to engage prospects.
  • Additionally, remember to:
  • Research your contacts and tailor your outreach and communications.
  • Aim to connect with decision-makers like VPs or executives.
  • Leverage existing relationships and work with partners for introductions and referrals.
  • Craft a compelling and personalized value proposition.
  • Send personalized communications through platforms like LinkedIn.
  • Utilize attention-grabbing methods like FedEx letters to stand out.
  • By consistently dedicating time to prospecting and focusing on building genuine relationships with potential clients, you can address their unique needs and preferences while demonstrating the value you can bring to their business.

Qualification Criteria

Qualify In

  • Prospect has a genuine need for your solution.

  • Prospect has the budget and authority to make a purchase decision.

Qualify Out

  • no perfect client / industry fit

  • competition

Do´s and Dont´s

  • Prospect every single day & Start High (VP, SVP, CIO, CFO)

  • Maintain a pipeline with five times your quota to ensure success.

  • Respond to leads promptly, gather information during initial interactions, and determine lead potential.

  • Ask Partners (System Integrators, Partners, Friends) for referrals
  • Be generic and never give up !!!

  • Waste time on low-potential leads or pressure leads into moving forward if they’re not ready.

  • Waste time with blind RFXs

Responsibilities & Tasks

Sales Development (SDR / BDR)

  • Qualify leads quickly, and assess needs, budget, and authority.
  • Check Salesforce for notes & historical opportunities for customer
  • Research and preparation: Thoroughly research prospects, their industry, and their specific pain points to tailor your approach. Understand their business, competitors, and market trends to establish credibility during initial conversations.
  • Prioritize leads: Focus on high-potential leads and allocate your time and effort accordingly. Use lead scoring or qualification criteria to identify the most promising leads.
  • Personalize communication: Customize your messaging based on the prospect’s industry, role, company size, and pain points. This demonstrates that you have done your homework and understand their needs.
  • Develop a multi-touch strategy: Use a mix of communication channels (phone, email, social media, etc.) to engage with prospects. Diversify your outreach to increase the chances of connecting with leads.
  • Be concise and value-focused: Clearly articulate the value proposition of your product or service in a way that resonates with the prospect. Focus on their needs and how your solution can help solve their specific problems.
  • Track and measure your activities: Monitor your key performance indicators (KPIs), such as calls made, emails sent, meetings booked, and conversion rates. This helps identify areas for improvement and optimise your sales process.
  • Follow a cadence: Establish a consistent outreach schedule that combines different touchpoints to increase the likelihood of engaging with prospects. Adjust the cadence based on the prospect’s responsiveness and interest level.
  • Active listening: During calls and meetings, listen attentively to the prospect’s concerns and questions. This will enable you to address their needs effectively and build rapport.
  • Collaborate with the sales team: Regularly communicate with account executives and other sales team members to share insights, challenges, and best practices. This fosters a collaborative environment and enables continuous learning.
  • Continual learning and development: Stay up-to-date with industry trends, sales techniques, and product knowledge. Invest in your professional development by attending training sessions, workshops, or webinars to improve your sales skills.

Sales

(ASD/SD)

  • Same as Sales Development
  • Qualify leads quickly, and assess needs, budget, and authority.
  • Check Salesforce for notes & historical opportunities for customer

PreSales

(SC)

Support sales with market research and insights