Exitkriterien für Opportunities

Und noch was zum Thema Vertriebsprozess und Customer Commitment. Paul DiModica schreibt in seinem aktuellen Newsletter über Entscheidungskriterien, um die weniger interessanten Opportunities auszusortieren:

4 Conditions to Determine Whether
You Need to Fire Your Prospects
(or at least down play their importance!)

1. If you have met with a prospect in-person once and they have not responded to your follow-up emails, telephone calls, or direct mail correspondence after four weeks of attempts, put them into a passive marketing mode because they are not ready to buy from you. Prospects who have business needs respond.
2. If you are meeting with a prospect below the title of Vice President (with respect to titles in the U.S), and they ask you for a Return On Investment (ROI) summary several times before they will introduce you and your offering to their senior management team, fire them. Low-level managers asking for ROI means they do not have a budget and you have failed to communicate your business value so you must “prove” it with ROI.
3. Most companies who respond to Request for Proposals (RFPs) have a sales closure success rate below 20% (based on a BDM News study involving non-government sales). So chasing RFPs is a laborious minimally successful sales approach that should be downplayed for most companies. In fact, most RFPs are really Request for Information (RFI) in disguise.
4. If a prospect verbalizes their interest in your offering but never takes definable action steps with you to prove their interest (sets up an executive briefing, provides you with a budget number, tells you when they want their investment to be operational, introduces you to the manager above them, allows you to do discovery with their team, etc.), then you need to accept that you are meeting with a professional looker.
   Now remember, studies indicate up to 50% of customers may not buy a second time from the same vendor.

Wieviel RFI’s haben Sie zur Zeit in Ihrer Pipeline…?

Beste Grüsse
Rainer Jankowski