As a business owner or VP of Sales, prospect follow up is a constant pressure. Many sales teams are overwhelmed and lack sales processes to lead prospects to buy.
Often, business owners and sales teams use spreadsheets, phones, and sticky notes to manage and reach prospects. Owners may not know what their reps are doing and the best contacts do not get enough attention.
Buyer’s Perception
What does the buyer want when selecting a vendor? Whether you sell engineering services or soap, your buyer wants close personal attention (CPA).
Personal touch and personalized messaging build trust and, in the buyer’s eyes, build buyer confidence. Technical skills and specialties are the bottom of the sales pyramid. Personal relations is at the pyramid’s peak!
Seller’s Challenge
As a business owner and salesperson, how can you give everyone your close personal attention? You probably cannot. In fact, sales rep follow up can be 50% of the year! No wonder owners and salespeople feel constant pressure and overwhelm.
Many sales teams suffer from:
- Inconsistent follow up which turns off buyers.
- Equal treatment of prospects which reduces your CPA Factor.
- Limited prospect tracking.
- Repetitious, manual emails and tasks.
The impacts are lower sales, higher client acquisition costs, and frustration.
Increase Your CPA Factor
As a business owner or sales manager, you have a wide range of responsibilities so your time already is limited. What steps can you take to free up more time?
Imagine spending more time with your best prospects?
Here are Lead Management actions so you can spend more time with your most important prospects:
- Rank prospects and allocate sales time to your A & B prospects.
- Personalize outreach based on segmented lists.
- Define milestones for prospects to reach.
- Track prospects across milestones.
- Automate 50% of your outreach and send “Sales Rep Reminders” to follow up.
Find the right prospects and apply these actions.
Prospect Management
Managing prospects is hard without processes. Spreadsheets and sticky notes do not work. Winning sales teams use CRMs to close sales and manage relationships.
A robust CRM increases your CPA Factor. Use the CRM to rank, personalize, segment, qualify, track, and automate the mundane and, watch the results.
A current client, a professional service firm, uses our CRM to personalize, segment, and automate prospect outreach. The team ranks prospects and allocates time based on the ranking.
Over the past year, each sales rep has freed up 6 hours per week and sales are up 25%.
Impact of 6 Hours Per Week
Allocating 6 hours per week to your A & B prospects will increase sales, reduce costs, and eliminate frustrations. Choose your highest priorities and you will be a winner
Imagine spending more time with your best prospects?
