In the beginning of a sales process, there was an idea. To us, an idea is the starting point for further work. The key to successful outbound activities lies in creating a concept of how to describe the company's services and products. A paradox? Not really.

The entire process of building a communication idea begins with two workshops. It continues (during the first month in particular) on the basis of an Agile spiral - we quickly implement our hypotheses and verify their effects, while constantly seeking new ones. We try to grasp more than just the client's products and services: the process of sales and after-sales service, too. Why? Because this affects communication, as well.

In this process, we always propose specific communication types. They are then reshaped into recommendations for changes on the website, the campaign content, e-mail communication, and the 1 on 1 campaign, as well as the presentation of the portfolio or case studies.

The key to effective communication strategy:

• Grasping client's problems and goals,
• Understanding customer services/products, naming them, describing them according to the matrix,
• Discovering client's uniqueness, differentiating them from other similar companies,
• Establishing the first choice target groups, but also finding less obvious, new groups of potential customers (i.e. partners, etc.),
• Creating ideas and ways to stand from of the dull market,
• Crafting a new client's identity in the sales area,
• Encapsulating all of the above into coherent contents for the website, materials, and our outbound communication to the market.

In the process of generating prospects, we operate in accordance with the agenda created with the client. We don’t just plan general activities for the following months, but also decide on the future campaigns for upcoming products.

Usually we run 2-4 prospect generating campaigns simultaneously. We operate concurrently on several markets, for several products and target groups.

First and foremost, though, we do not quit at finding  prospects and contacting them once. We are in continuous contact with the market and with already acquired people. People who aren't interested in a 1 on 1 meeting stay in our communication area, so we can come back to them with other interesting topics, until they are ready to make a decision — this is the process of heating up, prospecting. Since we only contact the right people, when positive responses finally come, we have top quality leads on hand.

The basis of our actions is the Sales Navigator and CRM tools with a mailing system, encapsulated with additional content tools.

When it comes to No Relationship Prospecting In-House, a crucial element is the transfer of the process to the client's team. The purpose of this service is to provide a well-accelerated lead generation machine with the entire process and tools inside, and to assure that the customer can independently generate a predictable sales funnel.

How it's done:

• We closely cooperate with the sales-marketing team: run workshops on sales processes
• We supervise the recruitment for researcher and salesmen positions 
• We prepare the team to take over the process step by step, and support this acquisition at every stage

What's next?

After handing over the lead generation process, we conduct supervisory and support activities for the next several months. Usually we conduct 1-on-1 meetings with salespeople, plus 2-hour meetings once a week, where together we improve the process, and make corrections - until the client's team is fully independent and ready to fly on its own.