Chris Kendrick - Mercury XRM
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Transcript of Chris Kendrick - Mercury XRM
Quicker and easier to execute
Customer buys on Price not Value
Order taking
Activity & KPI driven
Transactional
Methodology – the choice is yours….
Is there a Budget signed off and in place? Is the price right?
Authority – do they have it? If not who does?
Is the need defined and confirmed? Any chance of scope creep?
Timing – when is this decision going to be made? Any delays possible?
Lead Qualification
Only 25% of leads are legitimate and should advance to sales
(Source: Gleanster Research)
Companies that excel at lead nurturing generate 50% more sales ready leads
at 33% lower cost. (Source: Forrester Research)
Qualify and Nurture
Sales Process
Final Proposal
Presentation
Decision Date
Debrief
Close
Sales Team
Proposal
Internal Review
Submission
Propose
Customer Need
Stakeholders
Proposed solution
Competitors
Develop
Increases effectiveness and productivity
Build your sales framework based on
Proven industry best practice and sales methods
Top performers within your business
Confirm roles and responsibilities of Sales Teams and Management
Recruiters and salespeople have a clear process to plan and execute
Management are able to manage and coach recruiters and salespeople
Build it into your chosen technology for easy adoption and visibility
Sales Mapping
How it might look..
Expected Outcomes