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Article to read Cheat sheet do Predictable Revenue

Our lead flow process:

W3lcome Lead Flow

Our positions:

Sales Development Reps: (SDR's)

Prospect into cold or inactive companies. Organized by territories that match the field and telesales reps as it’s vital for them to build relationships with their sales teammates. One SDR can support up to 2­ - 5 account executives. Very large deals may be 1­to­1 or 2­to­1.

Market Response Reps: (MRR's)

Qualify incoming leads who reach out by phone or website. For every 400 leads per month, a company needs one MRR. They remove unqualified opportunities, determine accounts to be followed up, and help to increase close rates.

Account Executives: (AE's)

Receives qualified leads from SDR's and lead them to become close deals Should prospect short, targeted “top 5/10” lists, their current customer base, and develop referral or channel partners.

Tomamos como base o processo do livro Predictable Revenue do Aaron Ross:

ICP (Ideal Customer Profile)

Pontos Eliminatórios (Deal Breakers)	Perfil Ideal
Nº de Visitantes	Recebe muitas visitas
Coleta informações dos visitantes ou deseja coletar	SIM

Pontos Qualificatórios	Perfil Ideal
Importa para a redução de custos	SIM
Quantidade de pessoas na recepção	Quanto mais, maior a oportunidade.
Importa para a experiência do visitante (imagem)	SIM
Tem problemas para achar as pessoas dentro da empresa quando recebem visitas	SIM
Tem preocupação com compliance para segurança da informação e de dados? (ISO 27000, 9001, ...)	SIM
Exige atualmente alguma assinatura de documento, ata, NDA na entrada?	SIM

Processo 1: Prospecting or Lead Generation

• Gerar uma lista de prospect (contatos que se encaixam no ICP)

  • Ferramenta: GetProspect

• Montar campanha de email bem focada: (Ler esse artigo)

• Todos os que respondem o e-mail consideramos LEADS;

• Discovery Call quando a oportunidade parece ser baixa;

• Direto pra Demo quando a oportunidade parece alta;

• Depois da Discovery Call e Demo adicionamos as Leads ao Pipefy na etapa do processo que se encaixar (Demo feira - encontrando decisor, Enviar Proposta, Negociando, Visita Pessoal)

Ways we use to generate leads:

• Networking (in-person) – You can find out a lot about a prospect simply by talking to them. You can quickly determine if someone is your ideal customer or if he or she is a potential source of referrals.

• Cold Outreach – Cold outreach activities like cold calling or cold emailing can be effective for contacting prospects you don’t know. You can also reach out to target audience members on social media or group forums.

• Outbound Marketing + Cold Calling 2.0 - see predictable revenue book

Qualifying and Managing LeadsOnce you’ve generated leads, the next stage in the sales pipeline is to qualify and manage them by making sure they are the right fit for your product or service, by making sure they fit your target market criteria, have a need for your product, and are willing and able to buy it. For more information on qualifying leads, read our article on Marketing and Sales Qualified Leads. Managing your leads keeps your most promising leads at the top of your to-do list, and you must make sure contact and other information is kept up to date. The best way to do this is in a CRM tool where you can house and update information and set activity reminders for tasks you need to complete to manage your leads.

Steps:

1- Ensure Leads Represent Our Target Audience