Webinar

In this webinar, Dominique Seguin, Managing Director of KESTIO, gives you the keys to doubling the number of your sales appointments and optimizing your operational sales management techniques.

Our method consists of 5 rules, 3 of which will be covered in this webinar.

Define ideal clients for effective operational sales management

Defining your ideal clients helps avoid spending sales time on targets that are not interested in your company or the use of your company's services.

This helps avoid wasting acquisition resources unnecessarily, thereby optimizing the operational sales management of your teams.

To do this, the process is carried out in 3 stages: 

• • Profiling active customers: enriching the customer file and identifying segmentation criteria
  • Conduct a brainstorming session: determine the criteria for your ideal target
  • Define potential boundaries: characterize the boundaries of each criterion and cross-reference them with your strengths

Build and enrich the file

Building and enriching files helps avoid managing numerous files, individual entries, data loss, outdated data, access problems for salespeople, and the inability to track achievements and results. It is an essential element for effective operational sales management.

This also prevents phone sessions from turning into contact information research sessions.

Several steps are necessary for building and enriching a contact file: 

• • Construction: counting the number of potential companies, requesting quotes to obtain detailed information, selecting suppliers, and delivering files on a test basis.
  • Enrichment: professional email, direct line number, consolidate a unique database, deduplicate with its own customer database
  • CRM Integration: upload the file into your CRM, assign accounts and contacts to teams, create call tasks

Define the pitch for effective operational sales management

Choose the contact channels that maximize impact based on your persona and build a coordinated combination of the best channels. This will also allow for optimization of operational sales management.

There are two types of channels: online and offline.

For online leads, there are inbound and outbound leads: 

• • Inbound leads: SEO, blog, affiliation, communities
  • Outbound leads: SEO, display, emailing, virality

For offline leads, there are also inbound and outbound leads: 

• • Inbound leads: trade shows, public relations, advertising, events, conferences
  • Outbound leads: telephone prospecting, networks, lunches

To go further, we offer an article on the 6 levers to activate to remain in control of your commercial success.