Sales Execution

Build it and they will come!

It is amazing how many new technology companies actually believe this! 

"We have validated the market, there is a real problem that we solve, we've got a great website but the phone is not ringing and no one is buying our solution".

Selling technology solutions is more than this.  Selling technology solutions is about understanding someones problem, understanding if what you have actually fixes that problem and then understanding the ways that the customer will want to proceed in order to fix that problem.

Our Sales Execution team provides hands on assistance with generating the initial sales for your business through:
  • Lead Generation
  • Direct Sales
  • Sales Processes.

LEAD GENERATION
  • Who do we contact? 
  • How do we contact them?
  • How do we secure a meeting with them?
Lead Generation is probably one of the most sought after services by technology start-ups.  Cold calling is a task that people put off time and time again yet it is the single action that can move your business forward the furthest in the shortest space of time.  Picking that phone up can be a nerve wracking experience and confidence is the key to success.

Building on the valuable work from the Market Validation exercise you will need to develop a simple Prospect database listing the target companies, the target stakeholders, names, addresses, contact details etc. Depending on your target market this information can be bought or researched.

VisionMatch has specialist technology sales people who are experienced at making those calls.  Through many years of professional sales activities we have the unique match of our own confidence in the cold call process with a deep understanding of technical issues and the business issues you are trying to solve.  By using VisionMatch for Lead Generation services you will be able to focus on the front-line sales task from the qualified appointments generated - a far better use of your time.


DIRECT SALES
  • How do you qualify sales opportunities as real?
  • How do you manage a sales meetings to meet your objectives?
  • How do you maximise the probability of closing the deal?
This is the domain of the professional salesperson.  It is what they do day in day out throughout their career making businesses successful in their target markets.  A good salesperson can make a poor technology solution a success.  A bad salesperson will doom a start-up business to failure no matter how good the technology.

 Acquiring professional sales expertise is a long and expensive activity.  Poor salespeople will be inexpensive and deliver very little.  Good salespeople will be expensive but deliver a lot.  The problem for technology start up businesses is that they can't afford to hire the best as they don't have the cash flow to sustain them until the successful deals begin flowing.

If you have proven sales expertise in your business domain it again gives confidence to your potential investors and increases the chance of getting their all important investment. 

VisionMatch provides clients with a real solution to this business problem.  On-Demand sales is a service giving you access to experienced professional salespeople with the domain knowledge of your technology on a Pay-As-You-Go basis.  On-Demand sales is used to execute the initial sales meetings, qualify the opportunity in regard to budget, timeframe and decision makers and then, if it is a qualified opportunity, bring you in to handle the technical sale while we manage the commercial and relationship side of the sales process. Together we make an excellent team and you only get involved with the real opportunities meaning optimum use of your time.  There is a saying in sales that you have to kiss 99 frogs before you find your prince - in the world of sales we kiss the frogs for you!


SALES PROCESSES
  • How do you keep the sales process on track with customers?
  • How do you internally manage the sales process and track opportunities?
  • How do you effectively report the true sales picture to the board and your investors?
Every minute you spend compiling sales reports and trying to remember where you are with this customer and when you are supposed to call that customer is a minute you are not sitting in front of a customer and moving the sales process forward.  It is vital that effective but SIMPLE sales processes and tools are put in place to maximise your sales efficiency.

VisionMatch has over the years built up some simple and effective sales tools and systems to help small start-up companies manage the sales process and their customers.  Some are simple mechanisms for checking and rechecking the qualification of a prospect, others provide a quantitative method of assessing the expected value of the opportunity for sales forecasting.  Nothing fancy - just simple MicroSoft based tools to help you start to manage your sales process.  VisionMatch is also able to help you configure and use one of the worlds best on-line CRM systems designed for small sales teams to help them stay on track with their opportunities and automatically produce management reports on sales progress, forecasts and opportunity status.

For more information or to request our On Demand Sales overview contact Richard D'Silva or email info@visionmatch.co.uk