Pipeline Review and Management
Every business wants to believe that its pipeline management process is perfect. Sales staff have a tendency to be optimistic and prospects are more inclined to tell you what they think you want to hear rather than the truth, all the way to the final decision leaving you baffled when you don't get the order. The truth is many companies are not really in control of their pipeline.
A pipeline review delivers clarity and a detailed statement of each opportunity; where you are in the sales process, when they are going to make a decision and how likely you are to win the contract. When you fully understand each opportunity and your chances of winning you can focus your resources and effort on those opportunities that you have the highest chances of winning.
Having delivered the pipeline review, SBO is able to offer a pipeline management service that ensures your sales staff are focussing their efforts on the most appropriate accounts and increasing their chances of winning. It's a like having a sales director on hand to conduct regular sales reviews with your team without having the expense that goes with it!
Sales Process review and definition
The main reason for businesses not having effective pipeline management is the lack of a coherent sales strategy and process. Too many sales staff (particularly in the ERP Solutions sector) have had little or no formal sales training. A typical sales cycle involves an initial meeting, a demonstration, more discussions and then yet more demonstrations; all at the beck and call of the prospect. In fact very few sales staff have any level of control over the prospect and fewer still have any meaningful commitment from them.
By assessing the relevant skills of your individual sales staff and identifying your target market SBO is able to create a sales strategy and define a sales process that empowers the sales team to take control of each opportunity. Designed to ensure that the sales consultant has a process to follow and guidelines for each stage of the sales cycle with target commitments at every step, the sales process document will become the bedrock for your sales success in the future.
SBO can help to develop and document your marketing strategy and individual marketing plans to deliver the strategic objectives. Too many businesses simply throw small amounts of money at poorly defined lead generation campaigns. The results are often far below the initial expectations and the whole marketing process falls into a downward spiral of diminishing investment with diminishing returns.
A clear and concise marketing strategy details your objectives and the methods that you will use. Individual marketing plans are executed to deliver brand awareness, stimulate the market and create high quality leads. This level of marketing delivers higher quality leads and enables you to increase the average size of each opportunity. Better leads make better sales, make better business.
SBO has developed strong relationships with a number of telemarketing agencies to help you execute your marketing plans. UK based agencies are able to offer a full range of activities designed to deliver high quality, fully qualified leads. The marketing services available range from the creation and management of direct mail (email, fax and post) campaigns with telephone follow up to a full pipeline management process where individual named suspects are managed and nurtured to deliver a steady flow of high quality leads that fuel your sales process.
Offshore agencies are able to deliver high volume telemarketing activities. These organisations are ideally placed to provide a range of services including list cleansing, data gathering, market research, and high volume outgoing calls. By using carefully selected off shore providers these critical marketing activities can now be delivered at an affordable price. Investing a small amount in these high volume activities delivers better data to the lead generation teams ensuring better returns on specific campaigns.