Connections for Exponentially Increasing Prospecting Productivity
Jeannette Browning 270000QVM6 firstname.lastname@example.org | | Tags:  customer productivity connections customer-facing sales connections-activities sales-tool | 0 Comments | 831 Visits
Prospecting w/Connections ~ Executive Overview
"To utilize Lotus Connections to exponentially increase the completeness, effectiveness, and repeatability of the prospecting process without compromising creativity and flexibility."
Prospecting for new projects in existing customers and whitespace companies & businesses is difficult for any sales organization. Sales reps have their own means and process for the prospecting phase of a sales cycle ~ Create a Siebel opp, update a separate spreadsheet, and/or keep a tablet of notes.
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In Lotus Connections, for each prospective company, create an activity with the company name. Create To-dos for phone calls, meetings, and any other scheduled activity for that prospective company and contact. Create messages to store information about the company such as contacts, renewal date, products owned, etc. Add tags that reflect the industry, product brand, owner, and prospecting stage/potential. The simple collaboration features actually make communicating important account progress faster than email! Also, this intelligence is now accessible by all members of the sales team and/or management to see and track what prospecting activity is occurring with results simply by sorting on a tag or person.