Our Prospecting and Selling Process

We know how important prospecting is, that’s why we’ve developed a process that works to identify your ideal prospects. Learn all about our process here.

lead generation services

prospecting in the selling process

why it’s important

If you want to grow your business, prospecting is step one. Prospecting consists of the activities involved in identifying new potential customers. The goal of prospecting is to build a list of people who would be a good fit as customers for your business and communicate your product or service offerings to them in order to move them through your sales pipeline and eventually convert them into revenue-generating customers.

At Abstrakt Marketing Group, our overall strategy for prospecting involves five phases. Having a strategic prospecting process helps us to successfully identify sales-qualified leads (SQL) for hundreds of organizations across a variety of industries. This is how we grow businesses and convert your ideal target customers into revenue-generating partners.

What Is a Sales-Qualified Lead?

A sales-qualified lead (SQL) is a potential customer who has been researched and vetted by the marketing department and sales teams within an organization. First, operational and data teams within the marketing division qualify a lead using lead scoring tactics. Once the lead is qualified, it is then considered sales-ready.

Once a lead is deemed as sales-ready, it then moves to the sales team(s) and they assume the responsibility of managing that relationship. From here, sales reps can qualify the lead even further by performing activities such as cold calling and emailing. Once a sales rep finds a decision-maker, determines an organization’s pain points, and finds out more information about a lead, they can move them closer to a purchase decision.

Women weaing a poka dot shirt with a headset on

Ready to Grow Your Business?

Ready to Grow Your Business?

Ready to Grow Your Business?

The FIVE Phases In Our Customer Prospecting Process

01

Our
implementation

Implementation is the onboarding phase of strategic prospecting. Have you determined your ideal customer profile? What does your ideal customer look like? Once you’ve determined your ideal customer, where do you get a list? How do you start building a list so that you have a strong prospect base? You must build a strong list before you can start cold calling.

At Abstrakt, we use several top data tools to build the best possible prospect list for your business. We’ve found that there is no single source that is best for finding all potential sales leads. That’s why our strategy is to have multiple data sources on hand to meet all your requirements.

During our kickoff call, we’ll review your prospect list and rehearse your call guide so that we’re finding the right voice to match your company and your style. Abstrakt will move heaven and earth to make sure everything is completed for your individual go live date.

Why are we different? After your go-live date, we’ll set up a calibration meeting to listen to real calls and discuss any changes to your messaging to make sure we’re setting the most qualified appointments on your behalf.

 

02

Our
Cleansing

The cleansing phase is in place to polish and perfect your list. We rely on this phase to fill in any informational gaps that may be missing. This phase involves looking over your list carefully and scrubbing it. Cleansing also involves sales reps getting on the phone to ask qualifying questions to prospects.

04

Our
nurture

Nurture is without a doubt the most important part of a strategic prospecting strategy. Multiple touchpoints results in more deals closed. Not everyone will schedule an appointment on the first call, but many of them do buy in the nurture phase.

How do you reach customers at the right time when they are ready to buy? A CRM tool like Salesforce can help tremendously, especially when you’re managing hundreds or thousands of prospects. We’ve found that with the right team and technology and a solid lead nurturing and qualification process, it is easier to manage prospects and stay top of mind.

 

03

Our
Intro

We train sales reps so they know the product well. Our sales reps receive 40 hours of training on a product or service before they get on the phones. Using other forms of communication, such as emails, helps sales reps close more deals. Last but not least, fine-tune your process. If you find you receive a no every time you answer a rejection one way, change what isn’t working.

05

your
appointment

The goal of all of this is to set appointments with prospects. But, once you set the appointment, you have to remember how important it is that you have a process for a smooth handoff to whoever is fulfilling the appointment. Technology can help with this. For example:

  • With a CRM tool, you can download recaps of nurture history and keep all client information in one place
  • You can sync up calendars internally and externally with the potential customer using tools like Calendar sharing in Office 365

 

The Five Phases In Our Customer Prospecting Process

01

Our
implementation

Implementation is the onboarding phase of strategic prospecting. Have you determined your ideal customer profile? What does your ideal customer look like? Once you’ve determined your ideal customer, where do you get a list? How do you start building a list so that you have a strong prospect base? You must build a strong list before you can start cold calling.

At Abstrakt, we use several top data tools to build the best possible prospect list for your business. We’ve found that there is no single source that is best for finding all potential sales leads. That’s why our strategy is to have multiple data sources on hand to meet all your requirements.

 

02

Our
Cleansing

The cleansing phase is in place to polish and perfect your list. We rely on this phase to fill in any informational gaps that may be missing. This phase involves looking over your list carefully and scrubbing it. Cleansing also involves sales reps getting on the phone to ask qualifying questions to prospects.

03

Our
Intro

We train sales reps so they know the product well. Our sales reps receive 40 hours of training on a product or service before they get on the phones. Using other forms of communication, such as emails, helps sales reps close more deals. Last but not least, fine-tune your process. If you find you receive a no every time you answer a rejection one way, change what isn’t working.

04

Our
nurture

Nurture is without a doubt the most important part of a strategic prospecting strategy. Multiple touchpoints results in more deals closed. Not everyone will schedule an appointment on the first call, but many of them do buy in the nurture phase.

How do you reach customers at the right time when they are ready to buy? A CRM tool like Salesforce can help tremendously, especially when you’re managing hundreds or thousands of prospects. We’ve found that with the right team and technology, it is easier to manage prospects and stay top of mind.

 

05

your
appointment

The goal of all of this is to set appointments with prospects. But, once you set the appointment, you have to remember how important it is that you have a process for a smooth handoff to whoever is fulfilling the appointment. Technology can help with this. For example:

  • With a CRM tool, you can download recaps of nurture history and keep all client information in one place
  • You can sync up calendars internally and externally with the potential customer using tools like Calendar sharing in Office 365

 

A Prospecting Process That Works

We use high-quality tools and proven sales tactics to identify your ideal prospects

At Abstrakt, our goal is to arm sales reps with as much as possible so the handoff is as valuable.

From identifying your market all the way to qualifying the leads, our team has you covered when it comes to prospecting. Are you interested in learning more about our strategic prospecting process and how we can help your business grow? Contact Abstrakt Marketing Group today to learn more.

 

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