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Best Prospect Management Practices

October 5th, 2017 by

 

 

Prospect Management best practices

 

Are your lead generation and prospect management activities failing to drive growth for your business? Have you invested a lot of resources just to find yourself with a list of unqualified and ultimately useless leads?  Or are you missing out on important business opportunities?

Unfortunately, this is a very common situation for businesses to be in; something has gone wrong, but what?

This article will highlight some best lead generation and prospect management practices.

  • Build buyer personas. This is a crucial step and the first one to take: knowing your target buyers will help you focus on their needs and pain points during all your campaigns. You will produce the right material and share it at the right time.
  • Decide outreaching channels and campaigns (website, e-mail, social media, trade shows). Normally, an integrated and automated approach is preferable. Nowadays we are all submerged by all sort of messages coming from every possible channel: an estimated number of 205 billion e-mails were sent throughout the world in 2015. Time and variety are essential if you want your message to be noticed.
  • Qualify your prospects. Don’t shoot in the dark. Use all your channels to find out as much as possible about your prospects. Buyers nowadays know a lot more about what they buy than sellers know about their potential customers: bridge this gap and you will be on your way to success.
  • Measure your prospects’ activities and adapt strategies. Don’t just be happy with how many times your prospects visit your website/ open your newsletters/give you a call: track where they come from, what initiated the contact, what they like, what they share, when they are more likely to respond. All this is extremely valuable data to monitor and adjust your strategies.
  • Put your prospects at the centre of all communication activities. Invest in a good marketing Automation system, input qualified data and set it to perform crucial marketing operations at the right time.
  • Nurture your prospects. Marketing today is “relationship marketing”: prospects expect to be nurtured. Have a good top-of-mind campaign strategy and make sure you follow it.

Analysing, implementing, designing and developing your Prospect Management practices is a circle where each element feeds the rest; you must keep the process going at all times.

Give us a call now, if you would like to know how Broadley Speaking can help you with your Prospect Management and Lead Generation:  01822 618537

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Intelligent Sales

“Our white board culture. When we refurbished the office a number of years ago someone came up with the neat idea that instead of using regular wallpaper we should cover the walls with write on / wipe off material, so effectively all available wall space has been turned over to one great big white board. The space is used for writing up team plans, monitoring performance, and listing achievements on a  team by team basis.”


Intelligent Sales

“Collaborative working – no sales person is an island, or they shouldn’t be! The calls have to go out and the spade work has to be done but when you’re working through the implementation of complex sales campaigns sometimes putting your heads together and combining intellectual property gathered on a call by call basis can bring great results. The Broadley Speaking teams get time to think and problem solve. Breaking new contracts, often measured in seven figures, is not easy work.”


Intelligent Sales

“In the “war room”.  Much of work with clients is about collaborative problem solving. Rather than choosing a traditional board room set up – this room is set up to accommodate the whole project team. By that we mean the sales and marketing teams from our clients and the full Broadley Speaking team active on their account. There’s plenty of room to accommodate everyone’s laptops, iPads!”


Intelligent Sales

“Seamless connections with clients – We work with businesses, of all sizes, right across the UK, in  Europe and in North America. We work with them in our office and theirs and use our state of the art video conferencing facilities to keep in touch. This combined with our bespoke built campaign management software provides complete transparency across any campaign or programme of work.”


Intelligent Sales

“David and Hilary have worked together for the best part of 30 years. Between them they have sold and sales managed across 4 continents and across most business to business sectors. Hilary takes a hands on approach with all campaigns. She is a consummate sales director and has been nominated as a national ambassador for the Investors in People standard.”


behind the scenes at a high grade telemarketing company

“Holistic approach to sales – often we work with clients to help them reposition their sales propositions. Acting as ‘critical friend’ we’ll work right back to their core value proposition in order to refocus and provide new impetus to their sales campaign. Similarly we work with clients sales teams and management to provide individually crafted sales coaching and training programmes.”


office

“Our environment –  we have created a light, modern, ergonomically designed work area to allow for maximum efficiency, comfort and pleasure – yes pleasure! We all spend a good deal of time at work , and do difficult and challenging work on behalf of our clients ; but it should be fun. We are fortunate that we have been able to create this in an historically significant building in the middle of World Heritage site.”