Preparation

• Establish an End-to-End (E2E) sales process for the company. An example:

• Get to know the company/business of the client | prepare an empathic dialogue with the client.
• Identify the value that your business proposal provides to your client | Identify the client´s pain points that will be addressed.
• Identify and simulate a set of minimum essential uses of your proposed solution that can create value to the client based on his needs.
• Understand how the client´s organization is structured and who are the decision makers.
• Prepare / adapt the narrative -sales pitch for each client based on the type of business, industry, context, specific needs, etc.

Execution

• Create the need of a meeting -virtual or in person with the client to present the value proposal. Ensure a balanced dialogue (speak – listen).
• Confirm opportunities, interests and/or needs of the client.
• Suggest carrying out a test or proof-of-concept.
• Establish agreements and next steps.

Follow-Up

• Maintain an active dialogue with the clients that have expressed interest under an agreed timeframe.
• Always maintain meaningful dialogues with the clients, regardless if a sale has been made or not.