Prospecting is the process of identifying and qualifying potential customers. It is the first step in the sales process and involves finding and reaching out to individuals or businesses who are likely to be interested in NetSuite.
Methods of Prospects:
Cold Calling, Emailing, Networking or social media outreach
Goal of Prospecting:
Generate leads which are potential for NetSuite. These leads can be nurtured and converted into paying customers through the us of sales techniques such as building relationships, providing value and addressing customer challenges.
Prospecting —-> Qualifying —-> Discovery —-> Solution —-> Negotiate —–> Win
3×3 Research
- Planning to IPO
- VC Funding
- Growth/ Rapid Hiring
- International Expansion / Subsidiary
- Acquisition
- Ex NS user joins new company
- New CFO/Management change
- New product line or service
- Combine 3×3 knowledge with your 3×3 research to think of reasons why the lead who want to switch ERP systems
- Example: Using Quick Books example of HON’s:
- Trouble tracking financials from multiple entities , need for system that can roll all entities to a single GL automatically
- Manual reporting and reconciliation at month end, need for faster system to reduce book closing time
- Manual double entry of sales orders from CRM, need for unified system that captures sales information automatically
- Open your call, leverage your 3×3 research and HON to construct a shared truth
- Shared Truth-statement that makes your sound credible and is something that your prospect can relate to
- Eg: I’ve been talking to lot of growing business owners who are struggling to keep up with their growth while using outdated and disparate business systems. How are you handling these issues internally?