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 maxim@mobindustry.net

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