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IT-Sales and Lead Management in
Outsourcing
Who is who
LeadIs a possible client, who you already have contact with and who is potentially interested in your services.
PipelineIs a set of sales stages you move your lead through, where “signed contract” is a final point.
Lead scoringIs the methodology when you understand (calculate) the value of your lead and decide on what to do next with it.
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Two separate processes
3Generate leads
Convert leads
Overall conversion steps
41. first call 2. gain
details3.
estimation
4. presentati
on
5. agreement
6. into production
Step 1
First Call
▸ General information about client
▸ Cleint’s background▹ Previous outsourcing experience
(best and worst)▹ Level of process understanding▹ Business interests
▸ Company presentation
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Step 2
Gain details
▸ Project details▸ Client details
▹ Response time score▹ Respose quality score▹ Priorities choosing contractor
■ Price, Timeline, Communication, Expertise, Portfolio, Availability
▸ 3 follow-ups▸ CRM
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Step 3
Estimation
▸ Understand the level of depth (resource budget)
▸ Two steps (overall and detailed)
▸ Documenting▹ Mindmap (functional)▹ Gantt diagramm (timeline)▹ Presentation▹ Estimation
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Step 4
Presentation
▸ Only personal (or over call)▸ Force with value▸ How do we work▸ Who our clients are and why▸ Receive feedback
(immediately)▸ Involve C-level executive
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Step 5
Agreement
▸ 3 follow-ups▸ Bargaining
▹ Don’t give anything for free▹ Understand risks▹ Stand on quality, not price
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Step 6
Into Production
▸ Fill-in client’s file▸ Fill-in project file▸ Set up contact person
▹ Strategic level▹ Accounting level▹ Operational level
▸ Set up accounting process
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Levels of communication
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▸ Operational - for daily activity▸ Accounting - for upper-level
security, issue coverage and up-sale
▸ Strategic - to be on the same page and get drunk
Pipeline conversion metrics
Pass percentage Raw percentage
First call 100% 100.00%
Gain details 71% 71.00%
Estimation 59% 41.59%
Presentation 90% 37.70%
Agreement 46% 17.34%
Into production 94% 16.23%
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“Lost lead is the best lead you’ve ever had, ‘coz you had no opportunity to fail the whole project.”
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Thnx!I am Max ItskovichI am here because I love to give presentations. You can find me over [email protected]
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