Sales process
Model
https://gyazo.com/2449d175eba9c748ce3833d7e061ffe6
-> Definition (What) —> target (Why) —> Guideline for each step (How, Where, When)
1. Leads:
*What: A sales lead is a contact of an individual or organization that you hope to win as a future customer for your company products/service. Generally, sales leads are typically obtained through the referral of an existing customer, or through a direct response to advertising or publicity.
*Where you can get the leads:
- Forms from company website;
- Message to your company Fanpage/ LinkedIn
- Direct call to company number
- Proposal/Order to your company email
- Online advertising (website/ Facebook/zalo, youtube, etc…)
- LinkedIn search
- Google search
- Events (workshop, networking event)
- Personal relationship
A list of lead generation companies: SalesOptimize, Unomy, Hoovers, Insideview, DiscoverOrg, Found, Rainking, Datafox
*How:
Step 1: Preparation:
- Build up website, Fanpage which are dirrectly attract to customer: Clean & clear homepage, SEO content, informative content, effective CTA (Call, Message, Form, Pop-up),
- Making company credential, proposal
- Building competitive service package
Step 2:
- Finding new leads, create sales pipeline tracking tool
- Input contacts into tracking tool
*When: How long does it take in the whole process?
2. Qualified leads:
The leads remain after analyzing & judging
*Set criteria & rate:
- Company’s annual sales
- Number of employees,
- Company's age
- Geography
- Industry/vertical
- Job title
- Website technology
- Marketing technology
- Currently using a competitor service/product.
3. Opportunities