What are the best strategies for prospecting businesses with long sales cycles?

Defining your ICP is the most important part of your process. You have to get this right and it leads to the rest of your strategy. The second exercise is "walking in their shoes" and understand what's on their daily to do list. This may help you understand their pains, goals, and decision making. This will then lead into crafting a personalized message. You have to answer the "what in it for them". Know that your ICP may not reply back. In fact they'll most likely cyber stock you. Make sure your LinkedIn profile is set up to educate your ICP. Answer the "what's in it for them".

Tendo a vis?o de quem é o cliente almejado é impirtante tra?ar uma régua com as etapas de início meio e o objetivo a ser alcan?ado. Durante a Propec??o personalizar o momento para as a??es de liga??o o assunto a ser abordado e criar diferenciais especificos que tenham uma sintonia com o momento do cliente!

One quick thought for researching the ideal customer profile. If you have a short list of prospects, your research can be at the account level. If you have a wide spread of accounts in a specific industry, I recommend focusing your researching on the Title and Industry. It will reduce your time commitment, and many of the industry challenges replicate from account to account. Title is important to make sure your content is relevant to the individuals being engaged.

Segmentar y cualificar a los prospectos. Es importante identificar y enfocarse en aquellos prospectos que tienen el perfil, el presupuesto y la necesidad de tu oferta, y que están en la etapa adecuada del ciclo de compra. Para ello, puedes utilizar herramientas de investigación, lead scoring y CRM.

One thing to consider is a personalized video message followed by a targeted email campaign. Each channel has its unique strengths and weaknesses, so continual testing and optimization are essential to identify the optimal mix for your specific prospects. Remember, personalized and targeted messaging across these channels is key to establishing meaningful connections in extended sales cycles.

Ziehen Sie gerade im Hinblick auf die Customer Journey, die von Discovery zu Indoktrination zu Conversion geht unbedingt das Thema Content Marketing und Reel MArketing in Betracht. Dazu kommt das Prospecting via Linkedin. Hier haben Sie direkten Zugriff auf die Zielgruppe

Ofrecer contenido de valor. Es fundamental educar y nutrir a los prospectos con información relevante, útil y personalizada, que les ayude a resolver sus problemas, a conocer tu propuesta de valor y a avanzar en el ciclo de venta. Para ello, puedes utilizar el marketing de contenidos, el email marketing y las redes sociales. Crear confianza y autoridad. Es clave generar una relación de confianza y credibilidad con los prospectos, que les demuestre que eres un experto en tu campo, que entiendes sus necesidades y que puedes ofrecerles la mejor solución. Para ello, puedes utilizar testimonios, casos de éxito, referencias y garantías

Es todo un proceso: -Generar empatía -Compartir interés de crecimiento y beneficio mutuo - Dar siempre un extra, el valor agregado es hoy una obligación.

Consider unique follow up methods rather than just phone and email. 1. **Personalized Videos:** Send customized video messages. 2. **Interactive Content:** Create quizzes or demos for engagement. 3. **Surprise Mailers:** Send unexpected direct mail or care packages. 4. **Webinars/Workshops:** Host industry-specific virtual events. 5. **LinkedIn Engagement:** Connect and engage on the professional platform. 6. **Infographics:** Share visually appealing, personalized summaries. 7. **Customer Success Stories:** Highlight relevant success stories for credibility.

Fazer o acompanhamento do ciclo de venda, principalmente se for de longa dura??o é fundamental. Estar se oferecendo para tirar dúvidas ou estar aberto a negocia??es e mudan?as na proposta, deixa o cliente mais confortável.

Efficiency in prospecting is paramount, especially with lengthy sales cycles. Qualify prospects meticulously—no time for tire-kickers. Target those with a clear need, budget, *decision-making authority*, and timeline. Leverage champions but understand sometimes this person(s) needs you to be transformed. Hunger, skill and impact means a heck of a lot, but often times they'll need you to empower them. Help create a champion in their own world!

As opposed to showing up with a list of 20 questions you want to ask on a disco call - take the time to research their particular industry/vertical, understand the trends in that space, and come to the meeting with a perspective. Even if you miss the mark, it shows you took the time to develop a hypothesis and allows you to shift the conversation from "a game of 20 questions" to you and your POC vs. their challenges.

Never stop adding these ICP accounts to the funnel. These are typically the BIG whales that will make or break your year. Know more about the deals than anyone else. This will bring huge value to the process when you get your shot to shine. Stay close and build a champion that will help navigate the process with you.

Keep your emotions in check. Over the span of 6 months, I called a CEO who hung up on me twice. His front desk hung up on me as well. Sent several emails. Nothing. All of a sudden, he came inbound, and we were able to partner with them. My point is: It's easy to feel discouraged when you want to do your best. The higher you go up, the more busy they are. They most likely know you're calling and have read your emails but don't have time to speak. You need to respect that. Timing is everything.

When you're playing the long game, follow-up is your secret weapon. Know your ICP inside out, and make sure you're a snug fit for their needs. Now, when you're dropping those follow-ups, don't go all in for the ask right away. Toss in some value without asking for anything in return, just be the helpful buddy, not the sales vulture. Keep it chill, offer more info, ask if they need anything, and casually hint for a next chat about how your solution may help them slash costs or whatever down the road. Timing is crucial and you don't want to be seen as overbearing. Be persistent but not annoying. Each follow-up is a baby step closer to sealing your goal. So, play it smart, be patient, and watch those prospects turn into clients. Easy, right?

Every connection is a potential collaboration waiting to happen. Embrace the journey of discovering synergies and building meaningful partnerships. Your dedication today paves the way for tomorrow's successes. Keep prospecting, keep succeeding!