Prospecting and generating new leads

[mouakter13]

We recently held a webinar with Gerardo Osorio , co-founder of MH Services and a Lean Sales implementation specialist, to discuss how to streamline the sales process with the Lean methodology.

The discussion was amazing, and we received over 500 questions from attendees. We decided to create a Q&A session with Gerardo, also available on YouTube, to answer them and offer a summary of the keys to Lean Sales for optimizing sales processes.

How do you create a Lean sales plan?

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The first steps to creating a successful lean sales plan are:

1. Define what you want to achieve within your sales plan

“One mistake almost all of us make when making a New Year's plan is basing it on a forecast—that is, a projection of our expected sales based on what we've sold this year. This worked very well in the 1990s, but now that we have so much market information, it's incredibly important to build our forecasts to determine if there's a market that truly needs the service or product we're selling.”

In this sense, it's a good idea to start by defining the market you want to target, your customer profile , and the problem you want to solve, and then move on to creating a sales plan based on that.

2. Identify your unique value proposition

If you've done your market research, you may already have a fusion database clear idea of ​​what your value proposition is . If not, focus on identifying it, because your marketing campaign depends on it.

"To help you design a digital marketing campaign that generates solid opportunities, it's important that the message you send to your audience resonates with them."

3. Launch marketing campaigns to attract that new market

Your goal should be to get customers to seek you out, that is, to generate demand instead of selling your product or service cold-calling. To achieve this:

"Marketing and sales plans must be integrated. In fact, it's a mistake to separate these areas when they should be working together."

But to understand how that demand is generated, you need to understand the concepts of “pull” and “push.”