start ups and growing businesses: developing a sales process

SALES PROCESSCreating A Steady Pipeline

The Sales Funnel•Networking

•Tradeshows

•Cold Calling

•Market Research

•Email campaign response

Prospecting

•Market Research

•Categorizes the leads

•Questionnaire

•ASKs questionsQualifying

•In person

•Online

•Presentation

•More qualificationMeeting

•Understand the customer

•Addresses the need

Proposal

•WIN THE DEAL

•Thank you

•DeliverClose

www.Customer1stMarketing.com

Prospecting: Beginning of the Marketing & Sales Relationship

Marketing

• Marketing creates awareness

• Sales works with marketing to define the need

• Targets the “right” customer to buy

• Delivers campaigns with multiple tactics into the sales process

Sales

• Understands the offer, product and/or solution

• Creates a list of qualified individuals or organizations

• Calls and gets the meeting

• Supplies the HEAT to close sales

Qualifying• Define leads

• Understand what makes a lead HOT

• This is done throughout the sales process

• Post lead in your CRM

• Put all information about lead in CRM• Business card notes• Website• Social Media• Business Meeting Notes

• Starts the proposal process

• Understand the opportunity



Define Your Leads and Actions

HOT Leads

• Authorized to buy

• Ready to meet

• Call immediately

• Send email

• Send info if requested

• ASK for a meeting

Warm Leads

• Referrals

• Ready to Meet

• Call immediately

• Send info requested

• Set up meeting

Cold Leads

• Old leads (6 months or more)

• Revitalize

• Send a new campaign

Meeting• BE Prepared

• Review your notes

• Review notes in CRM

• Read news for the day

• Get there 5-10 minutes early

• UNDERSTAND THE PAIN

• Set expectations for proposal and due dates• Ask about budget


Proposal• UNDERSTAND THE PAIN POINTS

• Eliminated the red flags

• Use ALL notes • CRM

• Meeting

• Website

• Delivery

• Get an editor to proof

• Add to CRM


Close

• Thank the client, your team

• Close deal in CRM

• Meet with delivery team


Delivery: Starts a New Sales Process

• Uncover new opportunities

• Focus on 100% Customer Satisfaction

• Survey after delivery

• Ask for referrals



QUESTIONSContact:

Maisha B. Hoye

Chief Customer Officer

202-670-5642

E. [email protected]

@MsmaishaBHoye

@C1stMarketing