Your field sales team will confirm that over the last three to five years in particular, your customer markets have changed! Competition has increased and become fiercer, sales have become harder to convert, lead-times have extended, more hoops are required to be jumped, cost squeezing is frequent and new project decision-making has become quite political – often seeming like there are too many fingers in the pie. A lot of our clients also say how difficult it can be sometimes, whilst trying to make contact with their own existing customers, as a result of leaner operations and more demands set upon them to run process operations, factories, engineering plants, warehouses and their supply-chain.
Overall there seem to be more hurdles, challenges and pressures these days for field sales teams, whilst in pursuit of new and existing customers.
Support is needed! Time for a Rethink!
Taking these factors into account, this is now influencing many organisations to proactively address the ‘PRE-SALES’ element of their business as a top priority. Ten years ago, we associated the pre-sales side of a business as being the Marketing department, however, these days many organisations have recognised the need to implement an intermediate team between marketing and field sales. This new integral part of their operation combines both internal sales, technical staff and external demand generation or telemarketing services providers to consistently drive the sales development support mechanism. As a result, this will help organisations like yours to achieve sustained lead-appointment generation output, feeding into your field sales force and eliminating annual feast or famine seasons.
A salesman’s place is in front of the prospect opposed to being sat at a desk using a telephone and carrying out their own cold-calling in an attempt to build & nurture pipeline and also generate sales lead appointments.
We understand the challenge and difficulty that your organisation is up against to identify new suitable prospects within your target customer industry sectors. This requires a great investment and commitment of time, in-house sales & marketing staff resources, as well as smart decision making and business ingenuity, always trying to achieve the edge on your competition.
As the saying goes, “there is never a quick route to the prize”.
Therefore, for those of you proactively targeting the market place to seek new customers, the ‘Pre-sales’ element of your business is likely to require relentless telephone cold-calling to achieve market research, database building and identifying correct decision makers. Followed by many direct telephone calls to make contact, identify enquiries, develop and nurture prospects; often in very competitive waters. Sales leads require constant attention and must be consistently progressed to the stage where the prospect is ready to meet your field sales team.