Once you’ve narrowed down the leads you want to target, it’s time to advance the conversation and sell. These sales tips will help you nurture your leads and move them down the sales pipeline.
1. Create an account plan to help you propel the deal
When you’ve identified the prospects you want to sell to, create account plans that help you set the stage to advance deals to close. Here’s what should go inside each account plan:
Account summary
CEO’s company vision
Strategic priorities
Top competitors
Positioning summary
How can you help them afghanistan phone number list deliver that vision?
What are the capabilities needed?
What are the questions you need answered?
Action summary
Who do you need to build relationships with to close the deal?
What are the products you’re selling?
What is the timeline to close the deal?
After you’ve filled out this account plan, don’t just put it on a shelf. Keep updating it as you go and add new categories if your sales process calls for it.
2. Have your elevator pitch ready
You never know when you’ll have 30 precious seconds in front of a valuable prospect to make your case, whether it’s at a networking event, a chance encounter, or a proper pitch meeting. When those 30 seconds happen, it’s good to be prepared with a concise story that can grab your prospect’s attention and describe what you have to offer.