Sales Intelligence Services
Simply getting the lead is not enough. Relationships have to be maintained and nurtured to keep longer-term direct sales opportunities alive. We move prospects though the pipe-line using a multi-touch approach. We monitor your prospects’ evaluation status and notify your sales force when B2B leads progress from “cool” to “warm” to “hot”. This allows your sales people to focus on immediate revenue opportunities while providing them with a continuously updated pipeline.
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How Do We Work With Your Leads?
Identify- key decision-makers in the company
Engage- we engage the client in conversation, keeping the tone friendly yet business-like.
Ask-When a relationship has been built, we ask the right questions, gathering information vital to your sales efforts.
Follow-up- Once information has been gathered from a client- we keep in touch and cement the relationship for future business opportunities.
Leverage-The data we collect gives us an idea of future requirements the company may have.
Win Loss Analysis
In the B2B business environment, a sales process that begins with lead generation and ends either with a sale or a loss can last many months. The sales organization can spend a significant amount of time and money to respond to and cultivate a lead. Losing to a competitor, after being shortlisted as a vendor, can be quite a frustrating situation.
A win/loss analysis project can help you answer the question – WHY?
It answers the question, “When we lose an account, why do we lose?” More importantly, it also answers, “When we win a new customer, why do we win?” Objective third party analysis of wins and losses can provide significant learning that can help you adjust and continually improve your sales and marketing efforts.
At MQL Expert, we find answers to these questions through conversations with the key decision makers in companies you have either just won or lost business with. We determine:
• Which competitor(s) have you won / lost against?
• What were the key decision criteria (including price considerations)?
• How was the decision ultimately made?
• What were seen as your company and product’s key attributes and deficits? What areas do your sales reps need training on?
• What areas should you improve on or exploit?
• How well did they understand your product, and did they have any misperceptions before or after evaluation?
We then analyze the responses across multiple companies to help you see trends in why you win or lose, so you can modify your course accordingly. You will see trends as they are developing, enabling you to react immediately to overcome any obstacles or leverage any strong points and increase sales!
