Please find below a brief explanation of how our typical process works:
Marketing Department responsibilities
1.Lead generation (performed by both Marketing or Sales)
2.Record creation in the CRM system
4.Follow up sequence: multiple emails sent to the lead
5.EL: Engagement/interest shown/expressed
6.Lead Score instantly shows leads’ interest or engagement level, even when they don’t reply to an email. Sales professional is expected to act quickly.
Sales Professionals responsibilities
You, as a sales partner, are expected to initiate and end Phase II in the process by taking the leads and start engaging them verbally over the phone, Zoom meetings, or in-person meetings if the sales professional wants to. You will also get assistance and help from Mokhtar Group Inc. or one of its divisions all along this phase, especially for the first couple of meetings. You are expected to master the entire process and become able to close these deals on your own after 30 days.
Immediate action needs to be taken when your lead is showing engagement and/or interest: Introduction/exploratory call with the objective to schedule a remote or an in-person sales meeting
In the first call, make sure to always…
- Be aware that you are calling/zooming to explore possible partnerships and to gather information to help you present a better proposal to close the deal in a few days. The purpose of the first call is to create some rapport, listen to the lead’s answering some of your preliminary questions, and then invite him to a 30 to 60-minute zoom meeting. (See a phone script here)
- Do NOT try to close a sale on a first call or zoom meeting. That usually doesn’t happen, you risk losing your lead’s credibility and losing the deal itself. Even if you manage to close a deal very fast and after one quick call, you risk ending up with a misinformed client and lose the account very fast too.
- Our leads must be well-informed about our work process and what we can and cannot do for a specific budget. Do NOT promise you can deliver everything when a deal is simply too small. For example, unless we’re dealing with a special scenario that the management team is aware of, we’re typically NOT liable for closing deals or presenting sales targets to clients who are not using our Closer plan.
- Do some research before and during the call (search for your lead online, CrunchBase.com, on social media, YouTube videos, press releases, Amazon, etc.) Never call someone without knowing who they are, or what they do, or what their companies do. You don’t have to spend a tremendous amount of time researching all your leads. 30 to 60 seconds per lead should do it.
- Start with a warm greeting, be positive and energetic. Never try to dominate the conversation and never let your lead dominates it either. Think of yourself as a consultant and a future partner of your lead, NOT a salesman. Keep in mind that your lead might need our services the same way you need to close them.
- Ask if this is a good time to speak (if a particular call wasn’t scheduled)
- Remind them that you are following up (so that they know you are not cold calling them). Mention that your company’s CEO is personally interested in working with them.
- Never interrupt them when they speak, no matter what they say!
- Listen 60% of the time, speak 40% of the time (ideal balance). Speak to validate, inform, and consult. Do not try to close the sale on your first call. It usually takes 3-7 calls to close a deal. Very rarely 1 or 2, even you’re the best salesperson in the world. Trying to close the sale prematurely can and will kill the sale.
- Ask the right questions when you can. If you can ask them during the first call, that is completely fine, you still have the opportunity to ask some of them by email and most of them during the Zoom meeting.
- Some of these questions are:
- How many years have you been in business?
- What are the biggest challenges your company faces these days?
- How do you market your services and products?
- Would you like to improve your online presence and reputation?
- What is your conversion rate?
- What is the duration of your average sales cycle?
- Do you think you can increase your sales if we can shorten your sales cycle?
- Are you interested in selling in new markets? Which one(s)?
- Are you interested in working with sales agents on the ground in those markets?
If you want to see more of these questions, please read our Discovery Document here.