Prospect Satisfaction Audit

By Rachel Poon

 

Strike Force Sales has found that often there is a disconnect between the emotional perspective of a sales rep and the reality which results in leads getting prematurely rejected by the sales team.  This is the prime reason that we developed the Prospect Satisfaction Audit which has been designed to add value to your lead generation campaigns and give you as a manager visibility into your sales pipeline.

 

This is also a useful tool to finding out how your brand is being received as well allowing you to delve deeper into why an opportunity was missed/generated.

 

Recently, we had provided a client with four appointments only to have him come back and let us know that he was very disappointed as our appointments were poorly qualified.  As a matter of service, we put the Prospect Satisfaction Audit to work. We discovered that out of the four appointments, two of the prospects were actually waiting for further contact from the sales rep in terms of proposals! Without the Prospect Satisfaction Audit, this client could have missed two opportunities for business.

 

The process is simple.  We have a standard questionnaire in which we use (can be customised if so desired), and have one of our most seasoned operators call to gain feedback from the prospect as well as provide your company with a professional follow up service on the appointments.

 

What you will receive is a true visibility from the perspective of the prospect of how your company was perceived during the meeting and to whether or not an opportunity really exists.

 

To find out more visit our website or call us on 1300 309 162

Use CRM as a profiling tool… not a contacts database

By Darren Cox

 

One of the principal challenges our clients face is the lack of visibility into their sales process and pipeline.

 

Many companies have implemented a Customer Relationship Management system, however they seem to be using it only as a contact database, rather than for what it’s meant for – a strategic sales and marketing tool for developing profiles of their prospect universe.

 

As a result, my team have been focusing heavily on asking qualifying questions that will add value to our clients and their sales/marketing strategy.

 

Our job as tele-prospectors is to ‘collect nos’ – it’s a huge part of what we do!

 

But, it’s those very ‘nos’ that are the ‘yes’’ of the future – as long as your database is populated with data intrinsic to developing and grooming a client relationship thru to completion.

 

As a result, managing data accuracy and input is vital to both our business, and our clients.

 

One of the questions we ask is: Can you please tell me three things that your current supplier can do better?

 

Such a question will elicit a number of answers – dependant upon the client, and campaign – however, the information received allows our clients to see where their competitors are letting their clients down. 

 

And of course, having this information to hand allows your sales and marketing departments to define a strategy to convert those nos to yes’ through a structured marketing and sales strategy dedicated to punching holes through your competitors weaknesses.

 

At Strike Force Sales, we look to fulfil the sales strategy of our clients by providing them with the tools they need to achieve, both now, and in the future, and combined with our ability to understand the “big picture” of our clients marketing and sales strategies, and our ability to accurately update and manage their CRM solution, we are able to create observable success.