SPANCO Sales process

Description
Many of our clients had concerns that things like sales prospecting and gaining access to decision makers entailed lots of sales time and effort. Despite the clients initiating sales programs, contests and mandated activities, issues like these continued to prevent effective lead generation and high close rates.

With our Sales Process Engineering & Testing service, we analyze and then upgrade existing sales process steps and identify potentially successful sales techniques. Then, we ”experiment” with each of these new methods in the clients’ unique sales environments. This “live” testing may include getting on the phone and quantifying the number of times the new techniques were effectove or teaming up with one or two experienced salespeople to perform field tests.

Field test results are then quantified and compared to clients’ current sales method. In this manner, we have helped companies develop superior sales process steps, methods and techniques that significantly reduce sales cycle time and improve conversion rates. These enhanced methods and sales process steps are then used to develop customized sales training programs along with sales team coaching strategies, sales management training seminars and sales compensation programs.



Typical Sales Process Steps and Issues Addressed
•Cold calling to qualify leads
•Cold calling to reach decision makers
•Warm calling to expand the number of contacts in key accounts
•Quickly developing trust, rapport and credibility
•Getting critical information early in the sales cycle
•Minimizing phone tag and decision-maker voicemail shields
•Creating urgency and prospect motivation
•Closing and gaining commitment
•Negotiating
•Selling to big companies and multiple decision makers