Sales Prospecting – My 2 Cents

I am going to be brief today with a few notes on an experience I had this morning that had me smiling.

Sometimes it seems like the most simple interactions are the most valuable.   I sat at my desk this morning and sent over an opportunity that had been uncovered for a client.  Before I continue let me take a quick step back and explain part of the process I use:

In all of my client engagements I connect the teleprospector that uncovered the opportunity with the sales rep that is responsible for the corresponding account to have a brief discussion on the opportunity and help answer any questions the sales rep may have.

Back to my story, I included this step this morning while delivering the opportunity.  A few email replies followed and I watched the connection for a brief chat occur.  I always ask my team members to come and debrief with me after they have chatted with a client’s sales rep.  During these conversation there are a few comments made about the call itself, did they have any questions on the opportunity, were they happy about the opportunity, etc. (first piece of value – name and voice have been associated with the “magical” opportunity that appeared in the sales rep’s inbox).

Inevitably, and this is the second piece of value that comes from the interaction, the conversation between the two heads to a discussion about a number of things, such as other qualification information that may be of value or a recent call the sales rep had that would be an example of why they “won” the deal, etc.  From this portion of the conversation comes valuable anacdotal information that the teleprospector can use moving forward in there messaging.  After the debrief I ask the teleprospector to recap the anacdotal information in an email and send it out to other members of the team. 

I conclude my debrief with a simple question – “was the call valuable for you?” – the answer is always a strong – “definitely.”

So what happened next is what made me smile……..

45 minutes later a teleprospector walks into my office with a new opportunity they uncovered and they state – “I’m fired-up!  That email that was sent?  I read it and then jumped on this call, leveraged some of the information, and things just fell into place and the conversation took off!”………..and this is the third piece of value!

“My 2 Cents”