Quelles sont les meilleures stratégies pour prospecter les entreprises ayant des cycles de vente longs ?

Defining your ICP is the most important part of your process. You have to get this right and it leads to the rest of your strategy. The second exercise is "walking in their shoes" and understand what's on their daily to do list. This may help you understand their pains, goals, and decision making. This will then lead into crafting a personalized message. You have to answer the "what in it for them". Know that your ICP may not reply back. In fact they'll most likely cyber stock you. Make sure your LinkedIn profile is set up to educate your ICP. Answer the "what's in it for them".

Tendo a visão de quem é o cliente almejado é impirtante traçar uma régua com as etapas de início meio e o objetivo a ser alcançado. Durante a Propecção personalizar o momento para as ações de ligação o assunto a ser abordado e criar diferenciais especificos que tenham uma sintonia com o momento do cliente!

When defining our ideal customer, we usually want to start by defining the problem we want to solve, and the more specific we can be, the better. We would want to make sure we have the best capability to solve that problem for one customer. Identify their goals, their pains, their wishes, their aspirations, their challenges, their daily struggle, the cause of their sleepless nights. Once we find that, we can depict the image of our first customer. Then, we move to the next customer and repeat the process. After a while, we will have a mental image, or better yet, a tangible combination of traits where we excel at solving the problem. Combine everything that we have learned into a customer Persona, and voilà! We just found our niche.

First of KYC is the first step before even hitting send on that cold email, or that first sales call. You need to know what kind of industry they're in, do they like speaking in ‘jargons’ in that particular role, did they just get promoted, did the company launch a new product, anything that keeps his/her guard down should be studied. The ICP is always important but you not dealing with a general principle, why there are certain parameters for each customer profile, individuals are different and they should be treated as such.

For businesses with extended sales cycles, focus on building relationships through personalized communication, understanding their pain points, and offering tailored solutions. Implement a nurturing approach with consistent follow-ups, providing valuable insights and content. Utilize a multi-channel approach, combining emails, calls, and in-person meetings. Prioritize patience, persistence, and adaptability to accommodate the extended decision-making process while demonstrating the enduring value of your product or service.

One quick thought for researching the ideal customer profile. If you have a short list of prospects, your research can be at the account level. If you have a wide spread of accounts in a specific industry, I recommend focusing your researching on the Title and Industry. It will reduce your time commitment, and many of the industry challenges replicate from account to account. Title is important to make sure your content is relevant to the individuals being engaged.

Segmentar y cualificar a los prospectos. Es importante identificar y enfocarse en aquellos prospectos que tienen el perfil, el presupuesto y la necesidad de tu oferta, y que están en la etapa adecuada del ciclo de compra. Para ello, puedes utilizar herramientas de investigación, lead scoring y CRM.

I spoke about KYC on your ICP earlier, individualizing a customer needs from their current situation and tailoring your approach to quickly address it would hasten the sales cycle.

Relacionado al punto anterior el conocimiento 360° de la empresa y/o cuenta son clave, un perfil de cliente ideal, necesidades, etc... Es sumamente importante que te intereses en saber primero el Proceso de Compra de la empresa. ¿Cómo se gestiona el proceso de compra interno? A esto lo llamo anticiparse a la jugada, como en el fútbol. Un tip (que no siempre aplica dependiendo la industria o servicio) es cotizar con empresas competencia, es sabido que en el mundo corporativo es requisito de 3 a 5 requerimiento para decidir el proveedor. Imagina que llegas con el comprador con tu propuesta + otras 3 de la competencia... Ya le hiciste la tarea!! Hay más probabilidad de generar una relación comercial por el interés "real" de nostros.

Kunden recherchieren Sie in 2024 am besten gerade im B2B über Linkedin. Sobald Sie ihren ICP festgelegt haben würde ich ebenfalls dazu raten Content zu erstellen und über diejenigen die sich da zeigen neue Kunden zu recherchieren und zu gewinnen.

One thing to consider is a personalized video message followed by a targeted email campaign. Each channel has its unique strengths and weaknesses, so continual testing and optimization are essential to identify the optimal mix for your specific prospects. Remember, personalized and targeted messaging across these channels is key to establishing meaningful connections in extended sales cycles.

Ziehen Sie gerade im Hinblick auf die Customer Journey, die von Discovery zu Indoktrination zu Conversion geht unbedingt das Thema Content Marketing und Reel MArketing in Betracht. Dazu kommt das Prospecting via Linkedin. Hier haben Sie direkten Zugriff auf die Zielgruppe

O formato da abordagem deve ser diversificado, sempre com o foco de ter a melhor recepção do cliente. Tomar cuidado para não ser inconveniente ou chato.

Definitivamente hoy en día los canales de comunicación para establecer la prospección han cambiado. Pero en cierta parte la cadena de correos sigue teniendo una efectividad bastante considerable en los procesos de cadena larga de venta; el recurrir a la creación de contenido eficaz en este tipo de mensajes con artículos que destaquen los puntos fuertes y emplees canales adicionales de contenido en redes sociales, con botones de acción dentro de los mismos sin duda son una manera más interactiva de interactuar con los potenciales leads, no ha todos les gusta que les llames y les des la larga charla de lo que les quieres ofrecer. Ofrecer distintos canales de comunicación enfocados y medibles, lograran que puedas obtener la formula perfecta.

Ofrecer contenido de valor. Es fundamental educar y nutrir a los prospectos con información relevante, útil y personalizada, que les ayude a resolver sus problemas, a conocer tu propuesta de valor y a avanzar en el ciclo de venta. Para ello, puedes utilizar el marketing de contenidos, el email marketing y las redes sociales. Crear confianza y autoridad. Es clave generar una relación de confianza y credibilidad con los prospectos, que les demuestre que eres un experto en tu campo, que entiendes sus necesidades y que puedes ofrecerles la mejor solución. Para ello, puedes utilizar testimonios, casos de éxito, referencias y garantías

Es todo un proceso: -Generar empatía -Compartir interés de crecimiento y beneficio mutuo - Dar siempre un extra, el valor agregado es hoy una obligación.

Muchas veces queremos acelerar la venta, hacer nuestra presentación cuanto antes, proporcionar una propuesta de todos nuestros productos y servicios disponibles, etc. Se nos olvida que antes debemos ESCUCHAR al cliente potencial, qué le duele, qué busca, cuáles han sido sus desafíos en los últimos años, etc. sólo conociendo al cliente de fondo podremos identificar sus necesidades y cómo nuestro producto podrá ayudarlo y así buscar un cierre de venta efectivo.

Gerade im Thema Mehrwert sind Sie im Bereich der Indoktrination. Das heißt geben Sie ihrem Kunden, der mehr von Ihnen wissen will, sinnvolle PDF, Whitepaper oder Webinare an die Hand, damit er sich mit Ihnen noch vertrauter machen kann.

En el proceso de venta es importante ser curioso, indagar, investigar y definir qué necesita tu cliente en cada punto de encuentro. Aprender a entender a tu cliente significa que en cada interacción existe una oportunidad de satisfacer una necesidad parcial, inmediata, o creciente. Atenderla de manera oportuna resultaría en validación, credibilidad, y mitigación de posibles descarriladores en el futuro.

Consider unique follow up methods rather than just phone and email. 1. **Personalized Videos:** Send customized video messages. 2. **Interactive Content:** Create quizzes or demos for engagement. 3. **Surprise Mailers:** Send unexpected direct mail or care packages. 4. **Webinars/Workshops:** Host industry-specific virtual events. 5. **LinkedIn Engagement:** Connect and engage on the professional platform. 6. **Infographics:** Share visually appealing, personalized summaries. 7. **Customer Success Stories:** Highlight relevant success stories for credibility.

Fazer o acompanhamento do ciclo de venda, principalmente se for de longa duração é fundamental. Estar se oferecendo para tirar dúvidas ou estar aberto a negociações e mudanças na proposta, deixa o cliente mais confortável.

Following up is one of the most challenging aspects of sales. Constant conversations be it formal or informal should be maintained over a period of time would definitely reduce the cycle. Having a set out plan for following up would really help as it would not only help you stay on top of things but also give you a knowledge base on what to improve on with other accounts as regards the process.

Ein Follow Up alle 4 bis 8 Wochen ist völlig legitim und sinnvoll. Spielen Sie dabei mit den Kanälen wie Telefon, Email und Social Media. Auch wenn potentielle Kunden auf Content reagieren ist dies ein guter Punkt um ins Follow Up zu gehen.

Paciencia y perseverancia. Este tipo de negocios con ciclos largos de venta que requieren de la toma de dediciones de una o varias personas, no se toma para nada a la ligera. Por lo que hay varios puntos cruciales. - Organización en el seguimiento del contacto por los diferentes medios de comunicación establecido. - Recordatorios con notas de los comentarios relevantes que se obtuvieron. - CRM capaz de crear notificaciones y seguimientos para crear mensajería y llamadas. - No caer en el acoso de venta, pero no dejar abandonado el seguimiento.

Efficiency in prospecting is paramount, especially with lengthy sales cycles. Qualify prospects meticulously—no time for tire-kickers. Target those with a clear need, budget, *decision-making authority*, and timeline. Leverage champions but understand sometimes this person(s) needs you to be transformed. Hunger, skill and impact means a heck of a lot, but often times they'll need you to empower them. Help create a champion in their own world!

As opposed to showing up with a list of 20 questions you want to ask on a disco call - take the time to research their particular industry/vertical, understand the trends in that space, and come to the meeting with a perspective. Even if you miss the mark, it shows you took the time to develop a hypothesis and allows you to shift the conversation from "a game of 20 questions" to you and your POC vs. their challenges.

Keep your emotions in check. Over the span of 6 months, I called a CEO who hung up on me twice. His front desk hung up on me as well. Sent several emails. Nothing. All of a sudden, he came inbound, and we were able to partner with them. My point is: It's easy to feel discouraged when you want to do your best. The higher you go up, the more busy they are. They most likely know you're calling and have read your emails but don't have time to speak. You need to respect that. Timing is everything.

Never stop adding these ICP accounts to the funnel. These are typically the BIG whales that will make or break your year. Know more about the deals than anyone else. This will bring huge value to the process when you get your shot to shine. Stay close and build a champion that will help navigate the process with you.

When you're playing the long game, follow-up is your secret weapon. Know your ICP inside out, and make sure you're a snug fit for their needs. Now, when you're dropping those follow-ups, don't go all in for the ask right away. Toss in some value without asking for anything in return, just be the helpful buddy, not the sales vulture. Keep it chill, offer more info, ask if they need anything, and casually hint for a next chat about how your solution may help them slash costs or whatever down the road. Timing is crucial and you don't want to be seen as overbearing. Be persistent but not annoying. Each follow-up is a baby step closer to sealing your goal. So, play it smart, be patient, and watch those prospects turn into clients. Easy, right?

Every connection is a potential collaboration waiting to happen. Embrace the journey of discovering synergies and building meaningful partnerships. Your dedication today paves the way for tomorrow's successes. Keep prospecting, keep succeeding!

Personalizar y adaptar la comunicación. Es esencial comunicarse con los prospectos de forma personalizada, empática y profesional, utilizando el canal, el tono y el mensaje adecuados para cada situación. Para ello, puedes utilizar herramientas de automatización, chatbots, videollamadas y redes sociales. Anticipar y resolver las objeciones. Es importante prever y responder a las posibles dudas, preguntas o resistencias que puedan tener los prospectos a lo largo del ciclo de venta, ofreciéndoles argumentos convincentes, datos y evidencias que respalden tu oferta. Para ello, puedes utilizar herramientas de análisis, documentos y demostraciones.