There is no magic. The traditional sales model is in disuse – the one very ingrained in the figure of a single seller who has his own knowledge or methodology, difficult to scale to other people. When sales processes are well structured, good results appear almost immediately.
A good way to see and structure this system, and not lose your sales target, is to see this process as a production chain, made up of three main pillars:
1. Lead generation
Following the analogy with the Country Email List engineering cycle of a product, the leads are the inputs. If the lack of inputs compromises the production of the final product, it is clear that without a lead , there are no sales.
2. Pipeline Processing
Once a lead is generated, it is necessary to have the ideal people and tools to transform this input into a final product – that is, sales!
3. Process management
The way these tools are used – as well as the tools themselves – change all the time. Therefore, it is always necessary to be attentive to understand the needs of the moment and act efficiently, whether expanding the lead generation channels , the commercial team, hiring people, among other measures.
Later, we will detail each of these pillars.
The different layers of lead generation
As we have seen, the first step to guarantee your sales goal is to be concerned with lead generation.
The simplest way to capture leads is the so-called “hand-raising”. It means an almost organic demand for a solution or product. Thus, with little effort, it is possible to encourage this prospect to visit your company’s website, for example, and call someone from the commercial team.
However, when a particular segment is heated and competition is fierce, these leads are rare. Therefore, to ensure the healthy growth of a company and the fulfillment of its sales target, it is essential to access other layers of lead generation later on .
The next step will likely involve creating inbound marketing strategies . Production of content for blogs, e-mail trails and the development of a lead scoring that will help in qualifying the contacts raised so far are some of these strategies.