Intent-based platform thinking in sales allows professionals to prospects based on buying patterns and intentions. Segmenting your prospect database enables to direct efforts and energies with greater accuracy on rewarding prospects and also focus on prospects sitting-on-sidelines by engaging tactfully, and consistently to bring them to your fold.
Did you know?…
- 20% of qualified prospects contribute nearly 70-80% of quota (Unicorns).
Learning: Create The Brick Wall for your ‘Unicorns’ to retain them
- 50% of sales go to the first salesperson to contact the prospect (Source InsideSales.com)
Learning: The early bird takes the worm.
- Nurtured leads (in Buying Platform and Unicorns) make 47% larger purchases than non-nurtured leads (Source: The Annuitas Group).
Learning: Upsell and resell in Buying Platform.
- Prospects in Buying Platform have propensity to make larger and more often purchases
Learning: Pay attention based on who is paying attention to you. That’s how you make a Profitable Sale
- 80% of sales require 5 follow-up calls; 44% salespeople give up after 1 follow up (Source: The Marketing Donut)
Learning: Keep nurturing prospects in Working Platform and bring them to Buying Platform
- Each year you will lose 14% of your customers. (Source: BusinessBrief.com)
Learning: Never stop prospecting. Dig into your Market Platform
Platform Thinking is a powerful tool for planning sales activities, resources allocation and aligning resources. In this Infographic below, I have classified client/ prospects in platforms (segments) based on how far are you with them in their (buyer’s) journey.
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