Prospect Profiling/Lead Generation
“A Revenue Demand Generation Tool”Your sales team should be focused on what they do best - educating and selling the buyer on the value of your organization's product. Porter can seamlessly integrate a prospect profiling program into your sales process to improve efficiency, allow for scalability and ensure the best use of your sales team's expertise. Prospect profiling provides your company with a validated picture of each prospective customer, as well as emerging trends occurring across multiple organizations within the targeted market. A Prospect Profiling program will:
- Determine the characteristics of the "ideal prospect" for your product/service, focusing your sales resources on the "most likely to buy" accounts
- Prioritize prospects, along with likeliness to buy attributes, who merit follow up by your organization's sales representatives, allowing more effective and efficient allocation of your sales force's time
- Capture relevant information about prospects (current solution in place and satisfaction level, experience with other vendors, decision-making process and buying timeline for this type of purchase) in order to tailor appropriate follow up activities
- Build brand recognition by communicating specific messaging to prospects, generating awareness and piquing interest about your organization's product prior to contact from a sales executive
- Assess how your company's "value proposition" resonates with prospects
