How Sales Managers Prospect for Clients

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How Sales Managers Prospect for Clients

Client search methods help the sales manager perform the main function, which is to attract new buyers. Each sales manager must have his own client base, and also know where to look for target consumers and how to attract them.

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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Over the past 7 years, we have conducted over 23,000 comprehensive website audits and I have learned that all of us as leaders need clear and working algorithms for our marketing and sales.

Today we will share with you 6 of the most valuable documents that we have developed for our clients.

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How to make KPI for the sales department so that profits grow by 20% or more?
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40 Services for Working with Blog Content
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How to define your target audience without mistakes?
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The company's business profile influences the choice of sales methods and tools. It is necessary to analyze the specifics of the business to understand who will be interested (directly or indirectly) in a specific product or service.

Once you decide which direction to move in, you can begin to build a client base.

Select potential b2b clients based on the following criteria:

industry;

number of employees on staff;

size of annual turnover;

location;

the presence of subsidiaries.

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Each company that is considered as a future customer must be described according to these characteristics. Then identify suitable organizations and start working with them using standard sales techniques.

Select potential b2b clients based on the following criteria:

The client base is the main working tool of a sales manager, since without it it is almost impossible to successfully perform their functions.

Methods of finding clients in direct sales can be carried out using the following sources:

industry reference books of enterprises;

telephone databases of companies;

media;

electronic maps;

Internet directories.

These resources allow you to select companies according to certain criteria, which significantly simplifies and speeds up the process of finding future partners. The database can be purchased from a specialized agency, whose employees will collect contacts of organizations in the required industry.

Don't forget about searching for clients on the Internet. The World Wide Web offers a huge number of opportunities, so it won't be difficult for a sales manager to monitor information about tenders and government purchases.

As soon as an opportunity to participate in an auction or bidding arises, the manager will immediately inform the top manager about it, and in case of a positive decision, he will prepare the documentation and send an application for participation.