[Solution direction for the sales department]
Posted: Mon Feb 17, 2025 3:34 am
It is not good to blame the inability to turn a sale into a deal or close it on the quality of the leads you were given rather than on your own sales skills.
If "turning into an opportunity" means that all of the BANT elements have been confirmed, then the sales side needs to re-examine the essential issues with the lead handed over from marketing and take action to create any elements that have not been confirmed (are missing).
In Europe and the United States, creating such sales opportunities is also called "Create Sales Opportunities," and in B2B sales, this would include activities such as the following:
Create Budget : If there is no budget, we will help you create one
. We will provide you with an estimate, help you calculate cost-effectiveness and cost benefits, etc.
Create Authority : If you haven't met the decision makers or key people yet, make an effort to meet them
. Use your own boss or other department managers to armenia number data make appointments with the decision makers and key people.
Create Needs : If there are no needs, help identify issues and create needs
→ Examples of common issues, industry trends, cases in the same industry, and presenting the risks of not doing something
Create Timeline : If the implementation period is unclear, we will help you decide on it. We will
provide you with a rough schedule, campaign prices based on the contract period, etc.
Rather than being obsessed with the quality of leads, it is important to focus on activities that create such sales opportunities in order to increase the number of leads that are converted into opportunities (i.e. recognized as SQLs) and further increase the accuracy and probability of closing the deals.
A "top salesperson" is someone who, regardless of the quality of their lead, is able to build good relationships with customers from the ground up based on their communication skills, strategically create BANT elements based on their own proposal and closing skills, and sell the best products and services for their customers, and who can even control the price and timing of the sale.
If "turning into an opportunity" means that all of the BANT elements have been confirmed, then the sales side needs to re-examine the essential issues with the lead handed over from marketing and take action to create any elements that have not been confirmed (are missing).
In Europe and the United States, creating such sales opportunities is also called "Create Sales Opportunities," and in B2B sales, this would include activities such as the following:
Create Budget : If there is no budget, we will help you create one
. We will provide you with an estimate, help you calculate cost-effectiveness and cost benefits, etc.
Create Authority : If you haven't met the decision makers or key people yet, make an effort to meet them
. Use your own boss or other department managers to armenia number data make appointments with the decision makers and key people.
Create Needs : If there are no needs, help identify issues and create needs
→ Examples of common issues, industry trends, cases in the same industry, and presenting the risks of not doing something
Create Timeline : If the implementation period is unclear, we will help you decide on it. We will
provide you with a rough schedule, campaign prices based on the contract period, etc.
Rather than being obsessed with the quality of leads, it is important to focus on activities that create such sales opportunities in order to increase the number of leads that are converted into opportunities (i.e. recognized as SQLs) and further increase the accuracy and probability of closing the deals.
A "top salesperson" is someone who, regardless of the quality of their lead, is able to build good relationships with customers from the ground up based on their communication skills, strategically create BANT elements based on their own proposal and closing skills, and sell the best products and services for their customers, and who can even control the price and timing of the sale.