Podcast
Questions and Answers
What is the primary goal of outbound prospecting in sales?
What is the primary goal of outbound prospecting in sales?
What drives success in sales at Systel?
What drives success in sales at Systel?
Why is it important to track market dates or lease end dates?
Why is it important to track market dates or lease end dates?
What should be the tone of initial outreach messages?
What should be the tone of initial outreach messages?
Signup and view all the answers
What is the purpose of having clear expectations and metrics for sales team members?
What is the purpose of having clear expectations and metrics for sales team members?
Signup and view all the answers
Why is it crucial to enter market dates into the CRM?
Why is it crucial to enter market dates into the CRM?
Signup and view all the answers
What should sales team members do every day as their first task?
What should sales team members do every day as their first task?
Signup and view all the answers
What is the role of effective prospectors in sales?
What is the role of effective prospectors in sales?
Signup and view all the answers
What is the recommended time frame to start working with prospects, according to the provided text?
What is the recommended time frame to start working with prospects, according to the provided text?
Signup and view all the answers
What is one of the key benefits of engaging with prospects early?
What is one of the key benefits of engaging with prospects early?
Signup and view all the answers
What is the primary goal of providing salespeople with resources like the Compass Library and Systel Intranet?
What is the primary goal of providing salespeople with resources like the Compass Library and Systel Intranet?
Signup and view all the answers
What information can be found in the Compass Library?
What information can be found in the Compass Library?
Signup and view all the answers
Which of the following is NOT mentioned as a resource available on the Systel Intranet?
Which of the following is NOT mentioned as a resource available on the Systel Intranet?
Signup and view all the answers
What is the main benefit of the "Corporate Manager Availability" resource?
What is the main benefit of the "Corporate Manager Availability" resource?
Signup and view all the answers
What is the ultimate goal of engaging with prospects early and providing them with valuable resources?
What is the ultimate goal of engaging with prospects early and providing them with valuable resources?
Signup and view all the answers
What is the primary purpose of the Compass Library and Systel Intranet, as described in the text?
What is the primary purpose of the Compass Library and Systel Intranet, as described in the text?
Signup and view all the answers
What is the primary objective of a sales team member at Systel when reaching out to a prospect?
What is the primary objective of a sales team member at Systel when reaching out to a prospect?
Signup and view all the answers
Why is a multi-touch approach advocated for reaching out to prospects?
Why is a multi-touch approach advocated for reaching out to prospects?
Signup and view all the answers
Which of the following is NOT a recommended method for engaging with prospects at Systel?
Which of the following is NOT a recommended method for engaging with prospects at Systel?
Signup and view all the answers
What is the key reason for identifying market dates or lease end dates for prospects?
What is the key reason for identifying market dates or lease end dates for prospects?
Signup and view all the answers
What is the primary benefit of entering market dates into the CRM?
What is the primary benefit of entering market dates into the CRM?
Signup and view all the answers
Why is it crucial to craft personalized messages when reaching out to prospects?
Why is it crucial to craft personalized messages when reaching out to prospects?
Signup and view all the answers
Which of the following is NOT a factor that contributes to the success of a sales team member at Systel?
Which of the following is NOT a factor that contributes to the success of a sales team member at Systel?
Signup and view all the answers
What is the main message conveyed about the importance of outbound prospecting in the sales process at Systel?
What is the main message conveyed about the importance of outbound prospecting in the sales process at Systel?
Signup and view all the answers
What benefit does starting early with prospects provide to salespeople?
What benefit does starting early with prospects provide to salespeople?
Signup and view all the answers
Which of the following is NOT a function of the Systel Intranet?
Which of the following is NOT a function of the Systel Intranet?
Signup and view all the answers
How long before a decision is made should salespeople engage with prospects?
How long before a decision is made should salespeople engage with prospects?
Signup and view all the answers
What type of resources does the Compass Library provide?
What type of resources does the Compass Library provide?
Signup and view all the answers
What is one of the main goals of establishing relationships with prospects early?
What is one of the main goals of establishing relationships with prospects early?
Signup and view all the answers
Which option best describes what the corporate manager availability resource provides?
Which option best describes what the corporate manager availability resource provides?
Signup and view all the answers
What key aspect should salespeople be laser-focused on when engaging with customers?
What key aspect should salespeople be laser-focused on when engaging with customers?
Signup and view all the answers
Which of the following is included in the resources available to salespeople?
Which of the following is included in the resources available to salespeople?
Signup and view all the answers
Study Notes
Opportunity Recognition
- Every business in your territory is a potential opportunity for sales.
- A significant number of prospects may not be currently seeking products and services offered.
- Maintaining awareness is crucial since businesses will eventually need solutions.
Outbound Prospecting
- Outbound prospecting is essential for successful sales.
- Sales team members should be proactive, persistent, and purposeful in their efforts.
- A clear set of metrics and goals are established to drive tangible results.
Multi-Touch Outreach Strategy
- A diverse approach is vital for effective prospecting and engagement.
- Methods include connecting on LinkedIn, phone calls, in-person meetings, cold calls, and email follow-ups.
- Personalized messages are crucial in outreach efforts, focusing on establishing connections rather than selling.
Identifying Market Dates
- Understanding when prospects will be in the market for products is key to success.
- Market dates encompass lease end dates and equipment needs, and should be tracked in the CRM system.
- Salespeople should collect and update market data daily for each customer engaged.
Timeline for Prospect Engagement
- Begin working with prospects approximately 18 months before a decision is made.
- Early engagement facilitates relationship development, allowing deeper understanding of prospect needs and challenges.
- Staying top of mind positions salespeople as trusted advisors, preparing them for successful closing.
Tools and Resources
- Access the Compass Library for sales and solutions resources, including playbooks, pricing, promotions, and inventory lists.
- Use the Systel intranet for access to HR resources, company directories, policy manuals, and corporate manager availability.
- These resources are essential for day-to-day operations and enhancing sales effectiveness.
Opportunity Recognition
- Every business in your territory is a potential opportunity for sales.
- A significant number of prospects may not be currently seeking products and services offered.
- Maintaining awareness is crucial since businesses will eventually need solutions.
Outbound Prospecting
- Outbound prospecting is essential for successful sales.
- Sales team members should be proactive, persistent, and purposeful in their efforts.
- A clear set of metrics and goals are established to drive tangible results.
Multi-Touch Outreach Strategy
- A diverse approach is vital for effective prospecting and engagement.
- Methods include connecting on LinkedIn, phone calls, in-person meetings, cold calls, and email follow-ups.
- Personalized messages are crucial in outreach efforts, focusing on establishing connections rather than selling.
Identifying Market Dates
- Understanding when prospects will be in the market for products is key to success.
- Market dates encompass lease end dates and equipment needs, and should be tracked in the CRM system.
- Salespeople should collect and update market data daily for each customer engaged.
Timeline for Prospect Engagement
- Begin working with prospects approximately 18 months before a decision is made.
- Early engagement facilitates relationship development, allowing deeper understanding of prospect needs and challenges.
- Staying top of mind positions salespeople as trusted advisors, preparing them for successful closing.
Tools and Resources
- Access the Compass Library for sales and solutions resources, including playbooks, pricing, promotions, and inventory lists.
- Use the Systel intranet for access to HR resources, company directories, policy manuals, and corporate manager availability.
- These resources are essential for day-to-day operations and enhancing sales effectiveness.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
Learn about the importance of outbound prospecting in sales, identifying potential opportunities, and building relationships with prospects to eventually close deals.
