(703) 627-1074

Is Your Business Intelligence A House Of Cards?

Connect with me on LinkedIn, and join my community at Government Contracts Made Easier. Want to be a guest blogger? Contact me today!

business intelligence pile of cards

4 Steps To Change.

How much intelligence is your sales team really uncovering?

You've spent all that money on a CRM system. And now you’ve got a ton of records full of "Met Client" or "Left Message" entries. What does that tell you? Not much. So what should you, as the business owner, be seeing (and doing) as you wait for the sale close?

Your sales team needs to gather and communicate with you the actionable intelligence they uncover from their client connections and prospecting contacts.

  1. Assess.
    With hundreds of prospecting calls and client contacts, a CRM shows its true value when it’s filled with this kind of rich data, not just “returned call,” “prospect lunch” and “no answer”. If that’s all you’re getting…you’re not getting your money’s worth.

  2. Guide.
    Make sure youre team knows that the things they discover on the way to closing the sale are critical to understanding the customer and the players involved in decisions. If your team is not getting the whole story, they need your help to know what questions to ask, what to report back and they need guidance and a plan laid out for them. At your next sales team meeting, explain that you need them to be asking, and entering answers for, specific details of each call: Who, What, Where, When, Why, How.
  3. Ask & Record:
    Who is the person you spoke to? What is their role? Where do they work? Who are they currently working with? What vendors or products do they prefer? What contracting vehicle do they use? Why do they love your competition? What is it about your competition that they hate? Where is the pain? Can you solve it? When can you follow up? Is there a bid coming out? How will they compete it? Are they meeting their small business goals? Have we presented our capabilities to them? Where are their project managers? Who *else* would they call on if they were you? Do they know anyone else who might be interested in our product/service?
    That includes not only what just happened, but what they're going to do next to build the relationship, follow up, reach out, inform, update and close the deal.

  4. Encourage & Reward.
    The federal sales cycle is a long haul. And changing this takes time. Model the behavior you want to encourage: show how you share your OWN field intelligence. And reward and recognize the team members who get it, and whose results show it. Otherwise you're going to keep getting the same story - like "Left Message" or "Met Client" -- which is no story at all. 

Still not getting what you want? It's time to get support - from the team who has been there, done that. We can help you – and your team -- get on the right track right now.

 ________________________________________________________________

Judy Bradt has been helping federal contractors for over 27 years as a nationally-renowned expert strategist, speaker and trainer. Longtime federal sales pro's rave "She knows how the job is done!" If you are interested in ramping up your federal sales results, and exhausted all the free resources available to you, are you ready for a change? Give her a call to talk about your options. 703 627 1074.

How much intelligence is your sales team really uncovering? You've spent all that money on a CRM system. And now you’ve got a ton of records full of "Met Client" or "Left Message" entries.

What does that tell you? Not much. So what should you, as the business owner, be seeing (and doing) as you wait for the sale close?

Your sales team needs to gather and communicate with you the actionable intelligence they uncover from their client connections and prospecting contacts. That includes not only what just happened, but what they're going to do next to build the relationship, follow up, reach out, inform, update and close the deal.

The things they (or you) discover on the way to closing the sale are critical to understanding the customer and the players involved in decisions. With hundreds of prospecting calls and client contacts, a CRM shows its true value when it’s filled with this kind of rich data, not just “returned call,” “prospect lunch” and “no answer”.

 If that’s all you’re getting…you’re not getting your money’s worth. At your next sales team meeting, explain that you need them to be asking, and entering answers for, specific details of each call: Who, What, Where, When, Why, How.

Who is the person you spoke to? What is their role? Where do they work? Who are they currently working with? What vendors or products do they prefer? What contracting vehicle do they use? Why do they love your competition? What is it about your competition that they hate? Where is the pain? Can you solve it? When can you follow up? Is there a bid coming out? How will they compete it? Are they meeting their small business goals? Have we presented our capabilities to them? Where are their project managers? Who *else* would they call on if they were you? Do they know anyone else who might be interested in our product/service?

If your team is not getting the whole story, they need your help to know what questions to ask, what to report back and they need guidance and a plan laid out for them.

Otherwise you're going to keep getting the same story - like "Left Message" or "Met Client" -- which is no story at all. 

It's time to get support - from the team who has been there, done that. We can help you – and your team -- get on the right track right now.

 ________________________________________________________________

Judy Bradt has been helping federal contractors for over 27 years as a nationally-renowned expert strategist, speaker and trainer. Longtime federal sales pro's rave "She knows how the job is done!" If you are interested in ramping up your federal sales results, and exhausted all the free resources available to you, are you ready for a change? Give her a call to talk about your options. 703 627 1074.

Normal 0 false false false EN-US JA X-NONE /* Style Definitions */ table.MsoNormalTable {mso-style-name:"Table Normal"; mso-tstyle-rowband-size:0; mso-tstyle-colband-size:0; mso-style-noshow:yes; mso-style-priority:99; mso-style-parent:""; mso-padding-alt:0in 5.4pt 0in 5.4pt; mso-para-margin-top:0in; mso-para-margin-right:0in; mso-para-margin-bottom:8.0pt; mso-para-margin-left:0in; line-height:107%; mso-pagination:widow-orphan; font-size:11.0pt; font-family:"Calibri",sans-serif; mso-ascii-font-family:Calibri; mso-ascii-theme-font:minor-latin; mso-hansi-font-family:Calibri; mso-hansi-theme-font:minor-latin;}

Thu, 05/14/2015 - 9:35am

Add new comment