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Below is a complete diagram of the sales process from customer profiling up to retaining customers post-sale. Throughout the journey, sales roles and responsibilities vary depending on scope of work. Hover to find out what’s needed at any stage.

Profiling/Prospecting/Qualifying

Proof of Concept/Proposal/Closing

Activation/Retention

Sales Development Representative

First 3 steps of the sales process are typically covered by an SDR, who:

Conducts market research to study industry trends, competition, and macroeconomic forces for inspirations on which campaigns to run.

Builds prospective lists of accounts, personas and industries to target accordingly.

Creates customized weekly campaigns on LinkedIn connections, messages, groups with more than 1,400 touch points per SDR/month.

Handwrites custom email sequences based on research found, adjusts value proposition per campaign and targets more than 3,000 contacts per SDR/month.

Performs 500¬+ warm calls per SDR/month consistently to build rapport with decision-makers.

Performs an initial qualification using the BANTCC framework and 3 Why’s.

Aligns with marketing on bi-weekly webinars. Managing the planning and follow-ups post webinar.

Reports valuable insights on Ideal Customer Persona (ICP) based on outbound activities.

Account Executive

Next 3 stages of the sales process are covered by a more experienced AE:

Requalifies opportunity based on SDR’s feedback through a scoping session.

Identifies champion, influencer and all project stakeholders to formulate relationships with.

Sets and agrees with prospect on next 3 steps for closure.

Agrees on Success Criteria to clarify what’s needed for a successful sale.

Uses acquired knowledge to create a personalized presentation, demo or PoC (if applicable).

Prepares technical & commercial proposal based on product fit for prospect.

Negotiates with prospect commercially in exchange for upfront commitment.

Understands customer internal procurement cycle to issue a PO, as well as required approvals and signatures.

Customer Success Manager

Final 2 stages of the sales process are post sale covered by a CSM who:

Is responsible for activation and customer actually using Product or Service. The faster the time to value, the more likely the renewal.

Coordinating with relevant teams to deploy, implement and achieve agreed scope and success criteria.

First line support in terms of technical issues or blockers that prevent customers using the Product or Service.

Collecting user feedback to be shared with product teams for future updates and innovation.

Responsible for renewals either monthly, quarterly or yearly.

Responsible for upselling or cross-selling additional licences, services or modules. Increasing customer lifecycle and spending overtime.

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Our Services

Sales Development Representative

Account Executive

Customer Success Manager

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