lead development - challenge & opportunity for building sales development teams
DESCRIPTION
Companies face many challenges when building a lead development capability to develop and qualify leads for the sales organisation, some not so obvious as others. This gives you a simple overview on some of those challenges if handled well will create a solid foundation towards an excellent lead development team.TRANSCRIPT
LEAD DEVELOPMENTCHALLENGES & OPPORTUNITY
CHALLENGE – CLEAR STRATEGY
SILO STRATEGY TRANSPARENT STRATEGY
CHALLENGE - COLLABORATION
SILO MENTALITY CONNECT & COLLABORATE
CHALLENGE - ALIGNMENT
WHICH WAY! ALIGNED
CHALLENGE – DEFINED PROCESS
UNDEFINED DEFINED
CHALLENGE - NO TARGET PROFILE
GET ME SOME LEADS? GET ME YODA!
CHALLENGE – BUYER 2.0
I KNOW MY CUSTOMER.. VALUE ADD
CHALLENGE – SALES 2.0
NOT SO LONG AGO.. SALES TOOLS, LOTS OF THEM!
CHALLENGE – DATA QUALITY
NO SEGMENTATION SEGMENTATION
CHALLENGE – LEAD SCORING
NO LEAD SCORING LEADS SCORED
CHALLENGE - CULTURE
IMPORT ROGUE CULTURE GROW SEED CULTURE
CHALLENGE – HAVE COURAGE
FEAR OF FAILURE THINK,DO & REVIEW
CHALLENGE – SALES RECRUITMENT
HIRE “AAA” SALES $$$? DEVELOP A TALENT POOL
CHALLENGE – CAREER ROADMAP
NO CAREER PATH TO SALES DEFINED CAREER PATH
CHALLENGE – SALES ON-BOARDING
MY 1ST DAY MY 1ST MONTH PROGRAM
CHALLENGE – SALES ENABLEMENT
YOU’RE ON YOUR OWN! LETS GET THERE TOGETHER
CHALLENGE – ENVIRONMENT
ROADBLOCK I FEEL EMPOWERED!
CHALLENGE - COACHING
NO COACHING STRATEGY COACHING STRATEGY
CHALLENGE – SHOW ME THE WAY
MANAGER – TOO BUSY SHOW THE WAY
CHALLENGE – CALL METHODOLOGY
MAKE MORE CALLS! MAKE THE RIGHT CALL
CHALLENGE – I NEED FEEDBACK
NEGATIVE BUILDING CULTURE
CHALLENGE - RECOGNITION
WHAT I GET… WHAT I WANT…
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0414 183 932
Helping businesses improve their lead development capability, increase lead conversions and grow sales pipelines.