The CEO needs a DCSM 5.0 in his strategic cognitive ladder

Strategy is a cognitive ladder. In the current 5.0 digital world strategy is a ladder where each step must come from a cognitive ladder i.e.

The 12 steps Success Pattern: LinkedIn as your Main Digital Asset ( Module 1)

2.0 Leadership Community as your Asset Monetizer ( Module 2)

Thought Leadership Brand as your prestigious Web 2.0 Format ( Module 3)

Digital Publications as your de-facto 3.0 Business TV ( Module 4)

CEO Management Pack (Module 5)

The 4 bases sales system and the 94+5+1 =100% email equation ( Module 6)

DCSM (Digital Client Sales Management) as your cutting edge 4.0 sales model ( Module 7)

Image Maker Sales Management ( Module 8)

The benefits of these steps can be summed up in this eloquent picture

Six of the aforementioned eight modules have already been published by us.?Nonetheless we weekly give ever one ?the chance to catch up.?Thus last week we published the 6th module here

In this above link you also have embedded 5 separate articles which thoroughly detail Modules 1 to 5

The 7th Module: DCSM 5.0 v CRM 1.0

We do not know of any company that has an in-house built DCSM (Digital Client Sales Management) where at least for each client and prospect each sales rep has the following information

1.0

Phone

E-mail

2.0

Skype

WhatsApp

Linkedin Profile

Linkedin Groups to contact the Prospect

Facebook Profile

Twitter

3.0

Google Meet

Instagram

4.0

Zoom

5.0

Tik Tok

This seems to suggest that most companies left behind. In 2013, Forbes already published that Cold Calling was dead because of the effectiveness of LinkedIn.?The article then became a PDF Study Case and some Corporate Companies reflected it in their website.?Here below all the links

Besides since 2015 there is a proliferation of articles in Pulse, in this 3.0 Linkedin publicationns module, informing all of us that companies with old 1.0 CRMs were left behind

The picture is therefore clear.?As clear as Zig Ziglar once defined it when he said

Nowadays only when the sales lead is fully digital, it is when the CEO can start thinking of working on prospects at the base 3 stage (exactly as Ziglar described it) to produce a successful closing.

The sequence of the Zig Ziglar 4 bases module

Analyzing the 4-Base Action Plan

Our action plan provides a clear and structured approach to managing leads throughout the sales process. It outlines specific actions to take at different stages, with timeframes for follow-ups.

Key Points:

• Proactive Outreach: The emphasis on sending courtesy notes and following up promptly demonstrates a proactive approach to lead generation.
• Personalized Communication: The plan acknowledges the importance of tailoring messages to individual prospects.
• Strategic Timing: The recommended timeframes for follow-ups are well-considered, allowing time for reflection and avoiding overwhelming prospects.

Narrative Breakdown:

Base 0:

• Initial Contact: Send a professional courtesy note to prospects on LinkedIn, either through group membership or directly via email.
• Follow-Up: If no response within 4 days, send a follow-up email.

Base 1:

• Engaged Prospect: If the prospect has accepted an invitation and asked a question, respond within 24 hours.
• Inactive Prospect: If the prospect has accepted an invitation but hasn't responded, follow up after 48 hours.
• Persistent Prospect: If the prospect has further questions, respond promptly and tactfully.

Base 2:

• Initiate Conversation: If the prospect agrees to a meeting, start the conversation by addressing their specific needs or questions.

Base 3:

• Provide Information: Send relevant information and pricing details within 24 hours if there's a clear sales opportunity.
• Nurture Interest: If the prospect is hesitant, send additional information with discounts the next day.

Base 4:

• Close the Deal: Employ persuasive techniques to encourage the prospect to close the deal.

Additional Considerations:

• CRM System: Implement a CRM to track and manage leads throughout the process.
• Analytics: Analyze your lead response rates and adjust your approach accordingly.
• Team Training: Ensure your sales team is well-trained in each phase of the process.

By following this action plan and making adjustments based on your specific needs, you can effectively manage leads and increase your sales conversion rates.

Day-by-Day Follow-Up Plan

Base 0: Initial Outreach

Day 1 (0 Hours): Send a professional courtesy note via group membership or email.

Day 2 (24 Hours): If no response, send a follow-up message via LinkedIn, emphasizing shared interests or a specific benefit.

Day 3 (48 Hours): If still no response, send another follow-up message, offering additional value or addressing any potential concerns.

Base 1: Initial Engagement

Day 2 (24 Hours): Respond promptly to any questions or comments from the prospect.

Day 3 (48 Hours): If the prospect hasn't taken further action, send a gentle reminder about your previous conversation and offer to schedule a meeting.

Day 4 (72 Hours): If there's still no response, consider sending a personalized email or LinkedIn message highlighting a relevant article or news item.

Base 2: Verbal Contact

Day 1 (Immediately): When scheduling a call, confirm the date, time, and preferred communication method.

Day 2 (24 Hours): Send a summary of the conversation and next steps.

Base 3: Presentation and Bid

Day 2 (24 Hours): If the prospect requests additional information, provide it promptly.

Day 3 (48 Hours): If there's no response after sending information, follow up with a friendly reminder.

Day 4 (72 Hours): If the prospect is still hesitant, offer a limited-time discount or incentive.

Base 4: Closing the Deal

Day 1 (Immediately): Address any final objections or concerns.

Day 2 (24 Hours): If the prospect needs time to think, follow up with a reminder of the benefits and offer to answer any questions.

Day 3 (48 Hours): If the prospect is still undecided, provide a final push by highlighting the value of the deal or offering a more favorable proposal.

?In conclusion, this is the newsletter which presents the 7th module . As stated always, contact us at?https://lnkd.in/dUdRAR4 ?(via LinkedIn invitation) to learn how to use our digital leadership patronage for you or your company

Jorge Zuazola CEO & Founder?European Leadership

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