What are the challenges of commercial prospecting?
Posted: Tue Dec 03, 2024 5:36 am
Answers from Cyril MICHEL, Sales Director of Climax Technology. Present in Asia, the United States and Europe, Climax Technology is an expert in the field of wireless security, from research to marketing, including the development of all the software elements of the offer. In particular, the company has integrated new home automation features into its systems, improving performance and offering much broader possibilities, finally developing a real artificial intelligence.
In this context, Cyril MICHEL implements the company's sales, marketing and communication strategy and is responsible for the strategic, tactical and operational aspects of these aspects. We thank Cyril MICHEL, who has been a member of the DCF, Dirigeants commerciaux de France, for 16 years and who was kind enough to answer our questions on the subject of sales prospecting. Here is what he had to say.
From B to B Prospecting to B to C Customer Search
We have two targets in terms of market segments. On the one hand, installers, who are addressed by our network sales force, Climax Technology Network. Our solutions are also integrated by large groups, financial and mutual organizations and other ETIs, to respond to their most strategic challenges.
However, our products are installed by our customers, in French homes: we are active in the sectors: smart home - smart city, e-health, customized solutions, sports and we are already protecting nearly 40,000 French homes. We are now launching initiatives to directly address BC customers. To do so, we are using marketplaces and dedicated websites. For example, on March 20, we will launch a B-to-C operation via a dedicated e-commerce site with our partner Blaupunkt, as part of a special press operation.
Sales prospecting has gone multi-channel
Sales prospecting has become "multimodal". To make an analogy uae phone number list with transport, there are now more ways to reach our customers , and there have never been so many. It is up to us to take advantage of them. Digitalization, professional social networks, the Internet and corporate websites are gold mines of commercial information to be explored.
That said, we must continue to favor "old school" methods. Reports from satisfied customers, professional networks such as DCF, Digital Aquitaine, Apacom or 2AM in Gironde and Nouvelle-Aquitaine, and direct approaches .
The 421 Method for Sales Force
When it comes to prospecting and its development, I think it is necessary to be very structured and have a strong methodology, so as not to resist the temptation to procrastinate. We are asked for more and more information and there is a strong temptation not to "jump in" because it is complicated. But it is as if a runner decided to run a marathon and did not do at least 3 runs a week. Especially since we must keep in mind the content of our hiring and our commitment. Selling, to produce value for the company that hires us.
To do this, I apply myself and train my teams with the 421 method that I created and which inverts the sales production curve. Before: 1 day of prospecting, in the best case, and the rest in the back office. With the 421 method: 4 sales meetings a week, 2 days of direct approach and only 1 day for the back office.
Tweet: #ProspectionCommerciale : method 421 by @CyrmichelMichel - via @appvizer_FR#SalesProspecting: The 421 Method by @CyrmichelMichel - via @appvizer_IT
Click to Tweet
The Direct Approach as a Prospecting Technique
More precisely, telephone prospecting is part of the direct approach: physical networking, social networking, telephone prospecting, digital marketing, it is the jogging of the seller. Sellers who do not hunt and who are not in the field have room for improvement in their sales dynamics.
How do you choose your CRM software?
In this context, Cyril MICHEL implements the company's sales, marketing and communication strategy and is responsible for the strategic, tactical and operational aspects of these aspects. We thank Cyril MICHEL, who has been a member of the DCF, Dirigeants commerciaux de France, for 16 years and who was kind enough to answer our questions on the subject of sales prospecting. Here is what he had to say.
From B to B Prospecting to B to C Customer Search
We have two targets in terms of market segments. On the one hand, installers, who are addressed by our network sales force, Climax Technology Network. Our solutions are also integrated by large groups, financial and mutual organizations and other ETIs, to respond to their most strategic challenges.
However, our products are installed by our customers, in French homes: we are active in the sectors: smart home - smart city, e-health, customized solutions, sports and we are already protecting nearly 40,000 French homes. We are now launching initiatives to directly address BC customers. To do so, we are using marketplaces and dedicated websites. For example, on March 20, we will launch a B-to-C operation via a dedicated e-commerce site with our partner Blaupunkt, as part of a special press operation.
Sales prospecting has gone multi-channel
Sales prospecting has become "multimodal". To make an analogy uae phone number list with transport, there are now more ways to reach our customers , and there have never been so many. It is up to us to take advantage of them. Digitalization, professional social networks, the Internet and corporate websites are gold mines of commercial information to be explored.
That said, we must continue to favor "old school" methods. Reports from satisfied customers, professional networks such as DCF, Digital Aquitaine, Apacom or 2AM in Gironde and Nouvelle-Aquitaine, and direct approaches .
The 421 Method for Sales Force
When it comes to prospecting and its development, I think it is necessary to be very structured and have a strong methodology, so as not to resist the temptation to procrastinate. We are asked for more and more information and there is a strong temptation not to "jump in" because it is complicated. But it is as if a runner decided to run a marathon and did not do at least 3 runs a week. Especially since we must keep in mind the content of our hiring and our commitment. Selling, to produce value for the company that hires us.
To do this, I apply myself and train my teams with the 421 method that I created and which inverts the sales production curve. Before: 1 day of prospecting, in the best case, and the rest in the back office. With the 421 method: 4 sales meetings a week, 2 days of direct approach and only 1 day for the back office.
Tweet: #ProspectionCommerciale : method 421 by @CyrmichelMichel - via @appvizer_FR#SalesProspecting: The 421 Method by @CyrmichelMichel - via @appvizer_IT
Click to Tweet
The Direct Approach as a Prospecting Technique
More precisely, telephone prospecting is part of the direct approach: physical networking, social networking, telephone prospecting, digital marketing, it is the jogging of the seller. Sellers who do not hunt and who are not in the field have room for improvement in their sales dynamics.
How do you choose your CRM software?