Double Your Closing Ratios
using these Engagement
Tools
Workshop Presentation
Alicia Assefa
COO SOMAmetrics
2013 1
Agenda
• The Challenge – Too many Opportunities
• The Cure – Marketing to the Rescue
• Client Story
• Engagement Tools
• W...
The Challenge – Too Many Opportunities
• Marketing: develop product strategy and generate demand
 no marketing to prospec...
The Cure – Marketing to the Rescue
• Enter marketing! When marketing takes the
responsibility for keeping prospects engage...
Client Story
• The Client: $6M SaaS company targeting property
managers
• The Problem: Property managers are very busy – o...
Therefore…
KEEP PROSPECTS ENGAGED!
6
The Sales Funnel – 3 Segments
7
Discover
Funnel
Forecast
The Sales Funnel – 3 Segments
• Discover
– Sales Qualified Leads (SQLs) that meet the established qualification
criteria a...
Use Prospect Engagement Tools!
• Provide information to a prospect, which educates them on
your company and solution
• Onc...
Discover - Engagement Tools
10
• Send an introduction email which introduces the prospect to your Sales
Rep. Include a lin...
Pipeline - Engagement Tool
11
• The prospect will want to know how your solution will save them
time and money.
• Create a...
Forecast - Engagement Tool
12
• A Memorandum of Understanding (MOU) outlines the:
• Steps a prospect has taken with your c...
Prospect Engagement Tools
• Re-engage prospects that have lost interest and unsticks
stalled deals
• Gives your company th...
Want to Read the Whole Article?
Copy and Paste the following Link to find the complete
Article:
http://www.somametrics.com...
About the Author
• Alicia Assefa has over 25 years of Telebusiness and Sales
Management experience.
• Her experience at ov...
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Sales Best Practices: Prospect Engagement Tools

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It is essential that you keep ALL prospects in your Sales Funnel engaged in order to increase your closing ratios. This Presentation gives you an overview of Engagement Tools you can use to stay connected with your prospects, increase closing ratios and establish thought-leadership.

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Sales Best Practices: Prospect Engagement Tools

  1. 1. Double Your Closing Ratios using these Engagement Tools Workshop Presentation Alicia Assefa COO SOMAmetrics 2013 1
  2. 2. Agenda • The Challenge – Too many Opportunities • The Cure – Marketing to the Rescue • Client Story • Engagement Tools • Where they will lead you 2
  3. 3. The Challenge – Too Many Opportunities • Marketing: develop product strategy and generate demand  no marketing to prospects in the Sales Funnel  abdicates management of sales funnel to Sales team. • Sales Reps focus on opportunities that are in the final stages of closing, due to pressure to meet their numbers • The largest number of prospects are in the top of the Sales Funnel. • Sales Reps are not interested in making multiple phone calls and sending multiple emails to keep this greater number of prospects engaged, as many will not move to the next sales stage. 3
  4. 4. The Cure – Marketing to the Rescue • Enter marketing! When marketing takes the responsibility for keeping prospects engaged, prospect interest level increases and deals close faster. • When marketing builds prospect engagement tools for sales, the prospect stays engaged throughout the entire Sales process. Sales can focus on what they do best: closing deals. • Engaged customers will participate in ongoing communication with Sales as they progress through the Sales Funnel. 4
  5. 5. Client Story • The Client: $6M SaaS company targeting property managers • The Problem: Property managers are very busy – once the demo was done, the client was out-of-mind and out-of-sight of their prospects  Sales Cycle of over 24 months  Sales Team didn’t hit revenue targets • The Solution: SOMAmetrics designed and implemented Prospect Engagement Tools and managed team for 90- days. • The Result: The Sales Team came within 10% of their revenue target for the first time in 3 years. 5
  6. 6. Therefore… KEEP PROSPECTS ENGAGED! 6
  7. 7. The Sales Funnel – 3 Segments 7 Discover Funnel Forecast
  8. 8. The Sales Funnel – 3 Segments • Discover – Sales Qualified Leads (SQLs) that meet the established qualification criteria and have been confirmed as “valid” by sales – Sales team develops prospect pain and educates prospects on the solution. – Lower Conversion Rate than rest of the Funnel • Pipeline: – Prospect is given a deeper overview of the solution and how it will benefit them – Typically, this is where a product demo occurs. When well managed, more deals will move to the next segment. • Forecast: – Deals that are in the final stages of being closed – Fewer deals, as many prospects will fall out of the Sales Funnel in the first two sections 8
  9. 9. Use Prospect Engagement Tools! • Provide information to a prospect, which educates them on your company and solution • Once the information is sent, prospects are required to do something in return, to show their on-going interest. – The more engaged a prospect is, the more likely they will make a purchase. • When a prospect doesn’t utilize your Engagement Tools, it may mean that they are a not viable opportunity. • The Tools help you to discern interest levels. When you know that a client is still engaged in the sales process, your Sales Funnel stays healthy with viable opportunities. 9
  10. 10. Discover - Engagement Tools 10 • Send an introduction email which introduces the prospect to your Sales Rep. Include a link to a 5-8 minute corporate overview video, highlighting the desired aspects of your company and solution. • Put this video behind a landing page. • When the prospect fills out the information (name, company, email, for example) you’ll know that the prospect has reviewed the video.
  11. 11. Pipeline - Engagement Tool 11 • The prospect will want to know how your solution will save them time and money. • Create an easy to use ROI calculator • Your prospect can analyze the part of their business that your solution supports, against the output from the ROI exercise. • If the numbers are good and in your favor, your prospect will remain engaged.
  12. 12. Forecast - Engagement Tool 12 • A Memorandum of Understanding (MOU) outlines the: • Steps a prospect has taken with your company • Benefits your solution provides to them • Cost of the solution • Commitment to do business with your company • The prospect reviews the document and signs it • The signed MOU takes the guess work out of forecasting
  13. 13. Prospect Engagement Tools • Re-engage prospects that have lost interest and unsticks stalled deals • Gives your company the opportunity to provide continuing thought-leadership on industry trends. Your company is seen as an expert • Provide additional methods for engaging and educating your prospect throughout the sales process – Your company has the opportunity to show the benefits of your solution on an ongoing basis • Help you to establish and continue a solid relationship with your prospects 13
  14. 14. Want to Read the Whole Article? Copy and Paste the following Link to find the complete Article: http://www.somametrics.com/double-your-closing-ratios- using-prospect-engagement-tools/ 14
  15. 15. About the Author • Alicia Assefa has over 25 years of Telebusiness and Sales Management experience. • Her experience at over 50 companies (including CA, Oracle Corporation, Informix Software, Granicus and Blaze Software, to name a few) has helped her to create a set of field-tested Best Practices that massively ramp sales funnel and revenue. • Alicia is the Chief Operating Officer at SOMAmetrics, a business consultancy practice that provides effective Inside Sales and Teleprospecting Services. • If you would like to ask Alicia a question about Inside Sales or Teleprospecting email her at alicia@somametrics.com www.somametrics.com 510.206.9263 15

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