Lead GenerationLeadGeneration• What are your ValueProposition(s)?• What problem(s) are you fixing?• Who is your Target market?• Do you understand theprospect’s industry or sector?• How do you create awarenessand generate leads?• What’s the best approach?• How can you measureeffectiveness of your activities?
Market AnalysisTarget Customer Type 1 Customer Type 2 Customer Type 3CompanyIndividualValueProposition(Messaging)Obstacles andIssuesApproach andRoutes toMarketResourcesRequiredCompetitors
Opportunity ManagementOpportunityManagementLeadGeneration• How will you track and manageeach new opportunity created?• Have you a clear sales processwith defined stages, tasks andactions?• Do you understand thecustomer’s buying cycle?• Do you ask questions?• Do you actively listen?• Do you set clear objectives?• Can you identify why and whereblockages occur?
Sales Process StagesStage Name Definition Objective Actions To Be TakenQualified ProspectEngaged1st Meeting(Discovery)2nd Meeting(Outline Proposal)Formal ProposalNegotiationNew Client A new client Commence on-boarding process Pop the corks!
Relationship ManagementOpportunityManagementRelationshipManagementLeadGeneration• Do you segment yourcustomers?• Which customer segmentshould you prioritise?• How do you identify andmanage Up & Cross-Sellopportunities?• How and when do youcommunicate with them?• What initiatives can youtake?
Relationship Management• Segmentation• Understand importance andvalue of customers• Systematic and plannedapproach to customerdevelopment• Identify new revenueopportunities• Feed into Value PropositionsLow Value Customers- Limited opportunity- Minimum engagementDevelopment Customers- Up & Cross Sell opportunities- Planned approach/strategyKey Customers- 80/20- High level of engagement- Retention key
Summary• Understand your Prospects“What’s the problem you’re fixing?”• Link activity to revenue & business goals“ Will these inputs give me the desired outputs?”• Follow a process – stage by stage“Move them on or move them out”• Stop Selling – ask more questions and listen“The Ah Ha Moment”• Love your customers