Inside Sales Methodology

2011
INCOMING MARKETING LEADS

Lifecycle of a Prospect
QUALIFICATION SCOPING & HANDOVER
VISION

Prioritize, qualify Scoping call Handover from

lead, confirm ERP --- IS to AM
--- Further extract ---
Intro & follow up pain AM follows up
calls to lead & the --- with lead
C-level Create vision ---
--- --- AM turns into
Exploratory call Buying process oppty in
--- --- Relationship
BQ Identify power
Research
Qualification ?s BQ Lead Handover
Value Prompter ROI Evaluation Form & Email
Pain Assessment RFI/RFP
BQ
The Sales Process for Sales North America
Dir

Proof
PreSales

Step
• Prove
Via
demo
RS Post Embed
Scoping meets
AE’s

Dev Dev Demo & Get Close

• Extract their
Coach Mtg to
Lead Pain vision
• Create • Cover Power
Vision vision
• Buying steps •Confrm • ROI
Inside Sales

Dev • Qualify Process meets • Bus Case

• ID Power vision • Pre-study
Lead • C-Level
•Pre demo •Evaluation • Agreements
Qualification Plan
• Qual Guide
•Set post-demo mtg (next steps)
• Value Prompter
Lead • Pain Sheets •Eval Plan
Sheets • Bus Assessment
Questionnaire
 QUALIFICATION
Prioritize prospects: Lead lists from marketing
1. 800-call ins, web contact form leads Relationship notifications
2. Webinar attendees, hot leads (#1,2,3 Webinar attendee lists
leads from shows)
3. Marketo alerts, page visits, advertising Hoovers
ZoomInfo
Qualify prospect, confirm ERP: SalesForce tools
•Company revenues, employee count… can they LinkedIn
support the price of RS? Career/job sites
•Determine ERP
•Information in Relationship, Marketo Relationship
Marketo
Intro & follow up calls to lead & the C-
level contacts: Corporate web page
•Research & obtain C-level contacts; call them
first… “We’re in conversations with…” SAP/Oracle web pages
•Sponsorship from C-level; avoid level lock
Marketing research •Follow up with lead as 2nd step Qualification ?s
shows that 79% of •It often takes at least 6 contact attempts
to reach a prospect – continuous nurturing
Value Prompter

prospects never get is key to engaging

followed up on. Exploratory call:
Follow up •Ask qualification questions: pain, timeline,
invoice volume, level of interest, “why now?”
immediately and •Get buy-in from lead with scoping call, BQ
•Prospect added to IS Opportunity Forecast
often.
CRITERIA TO MOVE TO SCOPING & VISION
•Size qualification, completion of BQ, pain ID,
hand on power, budget, active communication
 SCOPING &
VISION
RFI/RFP exception
•If prospect comes in as lead with RFI
or RFP, often times the initial steps
won’t be taken
•IS attempts to procure BQ, scoping
call; this will not always be possible
•IS, along with AM and pre-sales,
evaluates RFI/RFP to determine
whether a fit or true opportunity for RS
Scoping call:
•Set by IS between prospect, IS and AM
•Who should attend? Executive sponsor
(Controller, Asst Controller or Dir of SS)
•Used as a follow up to BQ completion
•Introduces AM, call led by AM
•Objectives for call:
•Further extract pain
•Create vision
•Learn more about buying process
•Identify power
•Begin building relationship between
prospect and AM
•Identify impact of pain (cost to the
company, bad outcomes, people
impacted by staying status quo)
•Further validates prospect as true
opportunity, or one in need of further follow
up by IS
CRITERIA TO MOVE TO HANDOVER
•Buy-in from decision maker
•Pain acknowledgement
•Decision criteria known: Why RS? Why now?
•Timeline within 12 months
•Setting budget/budgeted
•Scoping call completed
•BQ completed
•Estimated order value
•Agreement between IS and AM to turnover
 HANDOVER
WEEKLY MTGS W/ AM
Schedule a regular, weekly call
with your AMto share info
about new prospects,
brainstorm next steps & get
updates on their open
opportunities.This is often
where we discuss turnover
possibilities, and use our oppty
forecast to drive our convos.
Handover procedure:
Based on verbal agreement, IS sends email
with completed Opportunity Handover
Document to: AM, Sales Director, President,
Marketing Opportunity Handover
Email should cite: month in which the Document
opportunity should be created, and lead or
company record in Relationship from which
opportunity should be created
Opportunity creation:
•AM is responsible to turn lead or company
record into an Opportunity in Relationship
before the end of the calendar month
•If not, AM should respond to all via
handover email with concerns about creating
this opportunity