The key to any company’s growth is sales.
Be it driving inbound inquires, aggressive outbound selling, social selling, referrals, or channels sales, sales it what keeps the lights on.
Data Sales Science parses the sales process into four distinct phases;
- Demo, and
Each of these phases requires a certain set of skills and talent inherent to that phase in order to accomplish it and ensure that if a deal is meant to move forward it will.
At the core of a company’s growth is prospecting.
- Inbound prospecting; the ability to ensnare and hang on to prospects who come across your offering.
- Outbound prospecting; the ability to identify and engage prospects who don’t realize they need your offering.
- Partner prospecting; the ability to identify organizations with complementary offerings.
- Referral prospecting; the ability to connect with past customers and have them introduce you to new prospects.
Data Sales Science uses data-driven methodologies to help organizations understand their prospects and how to effectively engage with them.
With data guiding organizations they can gain a deeper and more meaningful understanding of the different market segments, the ideal customer profiles (ICP) therein, and how to effectively message to them depending on how they end up engaging with you.
The discovery process is the single most important phase of the sales process. Effective discovery will uncover the road map required to drive the deal to the finish line.
Ineffective discovery leads to stalled deals, prospect ghosting you, and worst of all, your team spending time chasing down deals that were never meant to convert.
Data Sales Science follows a data-driven approach through prospect discovery. This means that Data Sales Science identifies key markers for the deal that will ensure that eighty percent of the deals that
While many sales professionals take the demo as a point to demonstrate the value and power of their tool or offering, the reality is that the demo is a time to reaffirm with the prospect what their needs are and ensure that you as a seller can help them achieve the goals they are looking for.
Closing a deal isn’t simply getting a prospect to sign on the dotted line, it is a lot more than that.
There are legal, billing, and delivery considerations all of which have the ability to undermine the most well-put-together statement of work (SoW).
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