ResearchDiscovering information about your potential customers. Who are they? What are their needs? What is their financial position? Are they currently engaged by the competition? Who is buying right now?
Research PartnersServices that provide market and competitive intelligence. For example, an industry research organization that can provide a list of customers that are currently in the market for construction materials.
DataDeveloping data and knowledge about customers, markets and competitors.
TechnologyDevelopment systems and tools to improve the efficiency and quality of the sales development process. For example, systems that automatically pull in financial information for leads.Marketing communication such as advertising designed to discover leads.
Promotion PartnersDeveloping and managing partners that can engage customers and generate leads.
CultivationIn order to qualify leads, a sales development representative may require a fair amount of information. This may require carefully cultivating a relationship in a way that is helpful to closing the sale. needs analysis.needs, finances, reputation, budget and authority of leads to filter out those leads that are unlikely to close.
HandoffPresenting everything you know about the customer and the competitive situation to the account executive who will handle closing.
OpportunitiesThe sales development representative may be involved in the first few meetings with the opportunity to transition the relationship. This is particularly common in complex B2B sales.
|Overview: Sales Development|
The component of a sales process that develops qualified leads.