Flashbay Sales Standards
| Number | Standard | Information |
|---|---|---|
| 1.1 |
Understand the lead |
Read the information in the lead (Company, contact name, email, website, search terms, identified products etc) and quickly look up the lead online to get familiar with them. Look for other companies from the same town and whether we’ve sold to the same organisation in another territory |
| 1.2 |
Enter the lead |
Check for duplicates and forward to the appropriate colleague if a duplicate is found, otherwise enter the lead accurately and fully into Netsuite |
| 1.3 |
Call the lead |
Within 45 minutes call the lead to open the sales cycle |
| 1.4 |
Email the lead |
Within 45 minutes email the lead to maintain momentum after the initial call or as a first point of contact if you haven't been able to reach them successfully |
| 1.5 |
Offer samples |
Confirm which samples the lead is interested in receiving, confirm their address - never just send samples to an address that you've found online without confirming with the lead first |
| 1.6 |
Get their logo so you can have a Virtual Proof made |
Ask for it as the "Call to Action" in your initial email and on the initial call. If the lead doesn't provide to you after you've asked then look it up online and send a Virtual Proof of their preferred model or an intelligent suggestion if they don’t have a preference |
| 1.7 |
Provide a Quote |
Once you know what the lead wants and have their logo you can provide a quote. If the lead isn't responsive to your calls or emails then quote based on the info you already know from the enquiry to give you a baseline starting point. |
| 1.8 |
Be responsive |
Answer all questions and reply to all emails from the lead within 45 minutes - it shows you want their business. |
| 1.9 |
Be proactive |
If a lead doesn't respond to your follow-ups decide whether to offer a better price, if they give you a competitor quote get approval to match on the Price Check channel |
| 1.10 |
Make it easy for the lead |
Always attach the most recent quote to all emails during the pre-sales cycle - this makes it easy for the lead to know what you're offering them |
| 1.11 |
Manage the sales cycle |
Always include a "Call to Action" at the end of calls and in the last paragraph of emails to progress to the next stage of the sales cycle |
| 1.12 |
Be persistent and follow-up |
Follow-up with appropriate frequency - for responsive leads this will be an active conversation, for unresponsive leads you should set a follow-up date in the pipeline and follow the Automatic Follow-up reminder email notifications |
| 1.13 |
Be aware of deadlines |
If the lead has specified a deadline your follow-up needs to be more frequent and remind the lead of their important deadline and our lead times |
| 1.2 |
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