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Sales engine;thinking process

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I represent a company which is in India and has got a call centre in UK. I am looking forward to build a business development engine in India with the follow up team in UK. Could you please suggest some ways to get started? Deepak Sharma

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Latest Activity: Jun. 29, 2009

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Comment by Jacob Kites on June 29, 2009 at 12:04pm: Greetings,
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Comment by Royce W. Shepard on July 24, 2008 at 2:55pm: Deepak,

Do you have a niche? If you do look at your existing customer list. What is the likelihood that those customers are in a growth sector?

That is a first step. If yes, develop a profile with attributes for that particular kind of customer.

If no, do your best research and land on a target group/sector (ie: retailers?, airlines?, catalogue companies?), whatever group you think will be a good prospect for your services in the coming year.

Find a list of all companies that fit this profile. D&B here in the US will sell a subscription that allows you to search by category/subcategory, etc. A certain level of subscription will allow you to download the names, web addresses, and telephone numbers, into your contact manager (AKA "CRM" system). It is important to keep all the prospects in a database and track all contacts you made with them and do it consistently. Every time, write in the notes what was said, classify each one as to their viability, and assign a class letter for level of prospect. Assign yourself a followup to do after each call.

Make hundreds of cold calls. Expect to get a lot of "No's" before you get a "yes". Be prepared to play the long game. Selling corporations takes time. There is never any one decision maker. Find and develop a champion inside the corporation/company.

If 80% of your target group fits an industry segment and you can afford the cost, attend a trade show for that vertical segment. Take high quality signage with you for your booth. You must rent a booth to be cost effective. Stand in the isle in front of your booth and put your warmest most personable employee out there as a greeter (I saw some of the big three at a high end trade show and they all sat at a table with their backs to the public! Never do this.).

In all your correspondence with prospects, make sure you eliminate typos, misspelled words, grammatical errors, and run-on sentences. Don't use caps or bold letters in your emails. Don't make plural any words that your client does not make plural. Speak your prospect's language in the way he expects to hear it.

Using the above methods, and other methods I did not explore, develop a sales "Funnel" and a "Prospect Pipeline". Stay focused 100% on your prospects. Be single minded. If you can't devote 100% of your time to the sales and marketing process, assign it to a qualified person who can. Then have that person report to you daily as to what stage of development every prospect is in. Push and you will eventually capture a new customer.

Good luck,

RWS