For data center sales teams to be closing more world-class clients, we should first define what world class clients are.
It is important to be super crisp about the meaning of world-class so it can be used to segment leads between those that are:
- Super qualified
- Marginally qualified, and
- Not qualified at all
Segmenting leads is important because each lead should be approached differently based on whether they get automation or passed to sales immediately. Super high qualified leads may not require nurturing at all and may jump into sales right away. Hence, we need to be super crisp about what makes a world-class client for you.
It is also important to determine what an unqualified client looks like so they can easily be distinguished and disqualified.
Many companies do not have a good handle on who is a bad fit and spend too much time on marginal leads. To make this work well, for many companies, it is a big culture and organizational change.
To be effective, you need to have company wide buy-in—starting from the CEO level, down. Many times, a workshop becomes a really valuable tool to get everyone on the same page; this goes hand-in-hand with world-class clients.
Chances are, there are people in every department of your company who are asked questions on a regular basis. They may say something along the lines of, “Wow, I feel like I answer that question over and over again.”
Chances are if there are people being asked the same question regularly, there is a need for that material to be addressed front and center on your website.
Personas are not just for marketing; they are important tools for sales as well. Really dig into building those personas, so your sales team knows how to recognize great fitting clients and poor fitting clients.
How is your data center sales team closing with world-class clients? Let us know in the Comments below.
To learn more about data center sales acceleration, download the webinar recording Data Center Sales Funnel Acceleration Q&A Webinar.