The full-cycle salesperson carries out two processes: 1: Lists of companies and leads must be generated according to the market and buyer persona defined, a first contact must be established with the leads to qualify them and, finally, a meeting must be scheduled. At the meeting, we find out if there is an opportunity and, if so, we try to close a deal. Leads (and companies) can be generated through: lists (already in Salesforce or external), LinkedIn, or other external databases, both online and excel files. 2. Convert first meetings with prospects into contracts. That is, managing and closing sales opportunities. Eventually, there are also positions where account management is included, i.e., renewals and growth with new opportunities.
Minimize contact time
If the lead has been generated by Inbound, minimize the time between form completion and contact call.
Create and review contacts from LinkedIn
If I am looking to generate accounts and leads, it is essential to be able to create them in Salesforce from LinkedIn, being able to see if they already exist, what status they are in and who owns them.
Increase contact probability
In general, we usually work between 2 and 4 leads per company, depending on the size of the target company. This increases the probability of contact.
Once the account and leads/contacts have been created, start a multi-channel contact process (phone, mail, LinkedIn and WhatsApp messages) that maximizes the probability of contact, ensuring that a minimum number of times are insisted upon.
In case of contact, follow the appropriate script according to industry, buyer persona, etc. to maximize the relevance of the message. And have the necessary content to answer any question.
Ask qualification questions, so that the quality of the lead can be inferred and contact and profiling data can be completed.
Easier meeting closure
Close the meeting, being able to view your own or the vendor's calendar (if someone else is conducting the meeting). Complete the administrative tasks necessary to formalize the closing of the meeting.
Prepare for meetings by reviewing past communication
Prepare for the meeting. To do this, take context from the account and contact, reviewing all previous communication. Especially the call/message where the meeting was closed. Also, the account/profile usually has LinkedIn and it is key to review it, see how they describe themselves and read the latest updates.
Contacting other people in the same account
It is very common to look for other contacts in the account and, in particular, other contacts with whom the seller has had a relationship in the past. The objective is to understand the organization in case there is interest in establishing more contacts.
In the meeting the contact is qualified with the objective of determining if there is an opportunity or not, based on the criteria established in the sales playbook.
It is essential to maintain a well-organized pipeline of opportunities where each one is at the right stage, always with well-defined 'next steps'.
Complete forecast information
The pipeline must allow the forecast to be calculated. Therefore, the fields 'amount', 'expected closing date' and stage must always be updated. It is very important to have access to content that can be sent to answer any questions or internal customer process.
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