Your sales cannot be closed in a first call and it's necessary to divide the process in three steps: First, generate a list of companies and leads. Second, establish a first contact to schedule a meeting and finally, take the meeting to the closing of the contract. Leads and companies are generated through listings (already in Salesforce or external), Linkedin or other databases. In many cases the sales team is divided in two: Part of the team generates qualified meetings (right person from the right company) and the other part of the team takes the meeting to closing.
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 are created, start a multi-channel contact process (phone, mail, LinkedIn messages and even WhatsApp) that maximizes the probability of contact, ensuring that a minimum number of times are insisted.
In case of contact, follow the appropriate script according to industry, buyer persona, etc. to maximize the relevance of the message.
Quick access to content
Have the content you need 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 see your own or the vendor's calendar (in case it is someone else doing the meeting).
Easy to complete administrative tasks
Complete the administrative tasks necessary to formalize the closing of the meeting.
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