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What do you do if your decision-making process is hindering sales prospecting success?

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Sales prospecting is the process of finding and qualifying potential customers for your products or services. It is a crucial skill for any salesperson who wants to grow their pipeline and close more deals. However, sales prospecting can also be challenging and time-consuming, especially if you are not following a clear and effective decision-making process. In this article, you will learn what are some of the common decision-making pitfalls that can hinder your sales prospecting success, and how to overcome them with some practical tips and tools.

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Federico Ahumada

Ayudo a mis clientes en alcanzar su excelencia operativa | monday.com Partner
Peggy Johanna Lascano Martínez

Gerente | MBA | Ciencia y Tecnologia Alimentos | Liderazgo de equipos | Frutas Liofilizadas | Desarrollo de nuevos…
Gerson Amorim

1 Identify your ideal customer profile

One of the first steps in sales prospecting is to define your ideal customer profile (ICP), which is a description of the type of company or person that is most likely to buy from you and benefit from your solution. Having a clear ICP can help you narrow down your target market, focus your efforts, and avoid wasting time on unqualified leads. However, many salespeople make the mistake of either having a too broad or too narrow ICP, which can result in missed opportunities or low conversion rates. To avoid this, you should use data and research to create a realistic and specific ICP, based on factors such as industry, size, location, budget, pain points, goals, and decision-making process. You should also review and update your ICP regularly, as your market and product may change over time.

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Federico Ahumada

Ayudo a mis clientes en alcanzar su excelencia operativa | monday.com Partner
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Es necesario identificar al perfil ideal quien tome la decisión dentro de la empresa, y que incluso sea quien tenga el dolor que buscamos solucionar. En todo caso que no hayamos dado con el perfil del tomador de decisión, descubrirlo en nuestra primera Discovery Call para que sea parte de la segunda reunión que tengamos.

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Peggy Johanna Lascano Martínez

Gerente | MBA | Ciencia y Tecnologia Alimentos | Liderazgo de equipos | Frutas Liofilizadas | Desarrollo de nuevos negocios | comercialización |
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Algunos comerciales evitan el perfil definido por que generalmente los cargos con decisión son difíciles de contactar y prefieren prospectar con los cargos mas accesibles y esta ruta generalmente es lenta e inadecuada

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Grant Fuellenbach

RevOps @ Drone Pros | Co-Host of Beyond the Bid Podcast | Community Lead | Denver - CRM & Sales Workshops ??
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In my experience, whether I'm directing a team or working solo, a clear understanding of our ideal customer profile (ICP) supercharges our sales prospecting. Analyze your best deals - what job titles were involved? What challenges did your solution address? This deep dive isn't just about finding similar companies– it helps you identify decision-makers, their pain points, and how your solution will resonate with them. This targeted approach saves time and boosts win rates. Takeaways: Develop a detailed ICP: Go beyond demographics to uncover the specific needs and motivations of your ideal customers. Tailor your prospecting: Use your ICP insights to personalize your outreach, demonstrating an understanding of their challenges.

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Alex Velasco Gil

Consigo oportunidades para pymes industriales que puedan contactar con su cliente en LinkedIn
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Hay que entender la fina línea entre definir un IPC en la oficina y lo que te dice el mercado. En mi opinión, hay que hacer una investigación previa y definir varios IPC pero sin obsesionarse en los peque?os detalles. Una vez tenemos esto, salimos a validarlo al mercado, a partir de este punto vamos ajustando a medida que hablamos con potenciales clientes.

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Gerson Amorim
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Analise seu processo de tomada de decis?o atual para identificar os pontos de atrito ou as áreas que est?o contribuindo para a falta de sucesso na prospec??o de vendas. Isso pode incluir etapas demoradas, falta de clareza nos critérios de qualifica??o ou falhas na comunica??o entre as equipes.

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2 Prioritize your prospects

Once you have your ICP, you need to prioritize your prospects, which are the individual contacts or accounts that match your criteria and have shown some interest in your solution. Prioritizing your prospects can help you allocate your time and resources more efficiently, and focus on the most promising opportunities. However, many salespeople struggle with prioritization, either because they have too many prospects to handle, or because they rely on intuition or personal preferences rather than objective criteria. To avoid this, you should use a scoring system to rank your prospects based on their level of fit, engagement, and urgency. You should also use a CRM tool to track and manage your prospects, and segment them into different categories, such as hot, warm, cold, or inactive.

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Peggy Johanna Lascano Martínez

Gerente | MBA | Ciencia y Tecnologia Alimentos | Liderazgo de equipos | Frutas Liofilizadas | Desarrollo de nuevos negocios | comercialización |
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La segmentación tambien debe incluir las oportunidades de venta, crecimiento, puntos de uso de tus equipos, cantidad de plantas, varios criterios ayudan a seleccionar las mejores cuentas para el comercial

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Grant Fuellenbach

RevOps @ Drone Pros | Co-Host of Beyond the Bid Podcast | Community Lead | Denver - CRM & Sales Workshops ??
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Don't just target companies – dig into job titles, pain points, and how your solution directly addresses their needs. This targeted approach allows you to personalize your outreach, demonstrating that you understand their challenges and have a solution that fits. When you demonstrate value from the first interaction, you're more likely to connect with the right decision-makers and accelerate the sales cycle. Takeaways: Develop a detailed ICP: Analyze past success to define the characteristics of your ideal buyer. Target the right people: Use your ICP to tailor your outreach and avoid wasting time on unqualified leads.

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Gerson Amorim
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Simplificar o processo de tomada de decis?o pode ajudar a reduzir a sobrecarga cognitiva e facilitar a execu??o de tarefas. Elimine etapas desnecessárias, simplifique os critérios de qualifica??o e torne as diretrizes mais claras para todos os envolvidos.

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Gerson Amorim
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Defina critérios claros e objetivos para qualificar leads, de modo que sua equipe de vendas possa identificar rapidamente quais leads têm maior probabilidade de se converter em clientes. Isso pode ajudar a priorizar os esfor?os de prospec??o e aumentar a eficiência.

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3 Plan your outreach strategy

After you have prioritized your prospects, you need to plan your outreach strategy, which is the way you will communicate with them and move them along the sales cycle. Planning your outreach strategy can help you increase your response rates, build rapport, and create value. However, many salespeople fail to plan their outreach strategy, either because they use generic or irrelevant messages, or because they do not follow up or adapt to the prospect's needs and behavior. To avoid this, you should use a multi-channel approach to reach out to your prospects, using different mediums such as email, phone, social media, or video. You should also personalize your messages, using the prospect's name, company, industry, pain points, or interests. You should also follow up consistently and timely, using a cadence or a sequence of messages that are spaced out and triggered by specific events or actions.

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Peggy Johanna Lascano Martínez

Gerente | MBA | Ciencia y Tecnologia Alimentos | Liderazgo de equipos | Frutas Liofilizadas | Desarrollo de nuevos negocios | comercialización |
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Con el comercial se debe vencer un poco la tendencia hacia lo fácil o lo que han hecho por un tiempo y que ya hoy en día ha cambiado.

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Gerson Amorim
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Garanta que haja uma comunica??o clara e aberta entre todas as partes envolvidas no processo de tomada de decis?o, incluindo as equipes de vendas, marketing e lideran?a. Isso pode ajudar a evitar mal-entendidos e garantir que todos estejam na mesma página em rela??o aos objetivos e estratégias.

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Gerson Amorim
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Simplifique seu processo de tomada de decis?o, eliminando etapas desnecessárias ou complicadas que estejam retardando o progresso. Certifique-se de que o processo seja claro, eficiente e orientado para resultados.

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4 Evaluate your results

The last step in sales prospecting is to evaluate your results, which is the process of measuring and analyzing your performance and outcomes. Evaluating your results can help you identify your strengths and weaknesses, improve your skills, and optimize your process. However, many salespeople neglect to evaluate their results, either because they do not have clear goals or metrics, or because they do not collect or use feedback. To avoid this, you should set SMART (specific, measurable, achievable, relevant, and time-bound) goals for your sales prospecting activities, such as number of leads generated, appointments booked, or deals closed. You should also track and monitor your key performance indicators (KPIs), such as conversion rates, response rates, or revenue. You should also collect and use feedback , both from your prospects and your manager or peers, to learn from your successes and failures, and make adjustments accordingly.

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Peggy Johanna Lascano Martínez

Gerente | MBA | Ciencia y Tecnologia Alimentos | Liderazgo de equipos | Frutas Liofilizadas | Desarrollo de nuevos negocios | comercialización |
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Algunos vendedores no siguen ni siquiera las métricas obvias de cumplimiento de su presupuesto y demás por que confían en que sus superiores lo hacen por ellos.

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Grant Fuellenbach

RevOps @ Drone Pros | Co-Host of Beyond the Bid Podcast | Community Lead | Denver - CRM & Sales Workshops ??
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I've found that a well-crafted PIC (Problem Identification Chart) is a game-changer for sales prospecting. A PIC helps you map out the specific problems your solution addresses, along with the potential decision-makers and their unique pain points within different departments of your target companies. This level of insight allows you to tailor your initial outreach with laser focus, demonstrating your understanding of their challenges and how you can add value. This strategy increases your chances of getting past gatekeepers and connecting with the right people right away.

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Gerson Amorim
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Defina metas claras e mensuráveis para o processo de prospec??o de vendas, para que todos saibam o que est?o trabalhando para alcan?ar. Isso pode ajudar a manter o foco e a motiva??o, e fornecer uma maneira objetiva de avaliar o sucesso.

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Gerson Amorim
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Monitore regularmente o desempenho do processo de tomada de decis?o e esteja preparado para fazer ajustes conforme necessário. Esteja aberto a feedback da equipe de vendas e clientes para identificar áreas de melhoria e implementar mudan?as conforme necessário.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Gerson Amorim
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Automatize tarefas repetitivas e demoradas sempre que possível para liberar tempo e recursos para atividades mais estratégicas. Isso pode incluir a implementa??o de sistemas de gerenciamento de relacionamento com o cliente (CRM) para rastrear e gerenciar leads de forma mais eficiente.

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Gerson Amorim
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Incentive uma cultura de aprendizado e melhoria contínua dentro da equipe de vendas, onde os membros se sintam à vontade para identificar e abordar problemas no processo de tomada de decis?o e propor solu??es para melhorias.

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Alex Velasco Gil

Consigo oportunidades para pymes industriales que puedan contactar con su cliente en LinkedIn
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Para validar los IPC, podemos utilizar la estrategia del "método del informe", consiste en hacer una entrevista a los clientes potenciales para saber sus problemas, situación actual, necesidades... A cambio de su tiempo les enviaremos el informe con las conclusiones que recopilemos de todas las entrevistas que son personas/empresa/sector como ellos.

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What do you do if your decision-making process is hindering sales prospecting success?

1

2

3

4

5

1 Identify your ideal customer profile

2 Prioritize your prospects

3 Plan your outreach strategy

4 Evaluate your results

5 Here’s what else to consider

Sales Prospecting

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What do you do if your decision-making process is hindering sales prospecting success?

1

2

3

4

5

1 Identify your ideal customer profile

2 Prioritize your prospects

3 Plan your outreach strategy

4 Evaluate your results

5 Here’s what else to consider

Sales Prospecting

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