Just some points when establishing a well balanced sales system and process when considering or building an enriched pipeline
What’s important and this will impact the quality of deliverables and potentially the overall outcome for any pilot or campaign when proactively pursuing new business using cold outreach techniques for example placing live cold calls in a structured and intelligent manner by following the below factors:
1. Understand and be clear on:
a) The Geographics, is there a specific state or are we going national?
b) Your Demographics, meaning what does your ideal client look like?
c) The Psychographics, what pains or challenges does your offerings solve in deeper depth
2. Commercial acumen:
a) Client or customer language used on every call, or conversation hence lets be real here… gone are the days of offshoring the conventional telemarketing model… the Australian markets buy from professionals whom hold a commercial language and must speak fluent English so have a local professional experienced team is imperative.
b) Having a clear presentation or pitch, now if you’re first and new to market it will be important to understand whether we have an accurate product market fit are your offerings proven and tested? If you’re well established great and you’re seeking a stronger market share that’s fine also we have your back meaning we’ll go out and pursue key markets in a strategic and structured manner.
c) Data: this is critical whether we’re looking at records sitting in a CRM or excel file this is so important because surfing the web for intel wont work and it will absorb valuable time and resources and impact the sales process reducing the number of quality meetings being delivered.
The majority if not all reputable sales and marketing teams should have access to a data broker or specialist when sourcing aggregated data or records. An absolute must for any campaign with LinkedIn profiles attached for accuracy and match.
Above all, regardless whether you’re a start-up or smaller business at the end of the day we only have 20 full operational days per month meaning its important to have all 3 elements in place:
a) A Sales System
b) Sales process
c) A formula that’s proven and effective
I also recommend smaller businesses to consider and research cloud based phone systems that you can integrate into LinkedIn, your CRM and across all web browsers including excel so when conducting live calls your workflow becomes seamless and have your conversations recorded for quality and training purposes.
