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Using corporate hierarchy data for sales management

Corporate Hierarchy Diagram
Corporate Hierarchy Diagram
LexisNexis® Corporate Affiliations™

Regardless of the business or industry, a sales team must have a focused and methodical sales process in order to be successful. It is important that the entire sales team understand not just how to communicate with both current and potential customers, but understand the process to attain new customers.

Sales professionals are always pressed for time. By making sure the sales process is understood by the entire team, the chance to convert leads to customers increases greatly. While every sales professional will have their own specific style, once a contact is made they need to make the most of every opportunity.

One of the best ways to help the sales process is to make sure the entire sales team has all the tools they need easily accessible to them. And quite possibly the most important tool when it comes to sales is qualified and confirmed information.

When a sales professional uses accurate information, such as corporate hierarchy data, they can be confident they are reaching the current decision makers within an organization and they understand the overall corporate structure.

A sales representative will have a short window to show how their product or service can help a potential customer. If they lead with the accurate data, they will show that they took the time needed to prepare for the meeting and can address a potential customer’s needs in specific terms.

When confirmed corporate hierarchy data is part of the meeting, the sales representative is demonstrating that they already understand the approval process and how each part of a corporation works together. Ultimately, this type of demonstrated knowledge will go a long way.

For example, by using a corporate hierarchy data tool like Corporate Affiliations to understand the subtleties between a subsidiary and a division and how they work with their parent company can show that the sales representative came in ready to speak in more than just generalities. It will also show that they are ready to help their potential customer’s business succeed.

Ultimately, sales is all about making quality connections. It is about listening intently to the customer or lead and taking the time to provide a thoughtful answer based on sound business methodologies instead of just “following a script.” Showing that time and forethought has been put into a presentation will show exactly how that organization can help take their lead’s business to a new level, regardless of business focus.

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