The consultant usually carries out two processes: 1: Lists of companies and leads should be generated according to the market and buyer persona defined, establish a first contact with the leads to qualify and, finally, schedule a meeting. 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 (companies looking for candidates are usually searched), or other external databases, both online and excel files. Candidate search: We usually work, from internal data or directly from LinkedIn, recruitment campaigns by market / skills / experience / knowledge to obtain a first list of potential candidates suitable and potentially open to change.
Create/review contacts or accounts from LinkedIn
LinkedIn is fundamental. If I have 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, latest conversations and contracts and who owns them.
Increase contact probability
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, email, 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 you can know the quality of the lead and complete the contact and profiling data.
Easier meeting closure
Close the meeting, being able to offer my free hours in the calendar to avoid unnecessary exchange of messages. Complete the administrative tasks necessary to formalize the closing of the meeting.
Prepare for meetings by reviewing past communication
The first step is to prepare for the meeting. To do this, you need to take context from the account and contact, reviewing all previous communication. Especially the call / message where the meeting was closed. Also, if the industry account/contact's profile usually has a LinkedIn profile, it is key to review them, see how the contact describes themselves, the company, and read the latest updates.
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.
Quick access to content
It is very important to have access to content that can be sent to answer any questions or internal customer process.
Quick candidate search and contact
Searching for and contacting candidates is very similar in terms of process to searching for company contacts. It involves: Finding the right potential candidates (profile), establishing first contact to 'qualify' (do they fit? And are they open?) and, finally and in case they qualify, scheduling a call with them to present the opportunity. If there is interest, the opportunity is opened and the appropriate follow-up is done.
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