Pipeline Development
The companies that you currently work with serve as the outline for this first step in the sales process. Using a variety of different software applications, we break down your current customer list and identify the population of companies in those markets that fit the same/similar profile. We then expand the population to create our first "raw prospects" list. From here, we take on the role of "inside sales" and dig into the prospects identifying the buying influences in purchasing, engineering, program or all three. At this point, you can choose to have us continue with the development to the next step, or hand off to reps or direct sales people.
RFQ/RFP Conversion
Once we have established a list of prospects for your organization, the recipe for conversion to RFQ/RFP requires a dedicated follow-up plan. As most salespeople know, if the deal comes too easily, chances are, it isn't a strong one. As an agent of your company, our follow-up efforts are focused on the bonding and rapport stage of selling. We are learning about the target and the target is learning about your company. Once enough information has changed hands (different for all prospects), the prospect will offer an opportunity to quote. Once converted to quote, Top Line can continue or the opportunity can be handed of to reps or direct sales people.
Relationship Build and Close
Rarely does a quotation convert immediately into business. The follow-up after quotation is actually more important than the follow-up to quote, however many organizations leave the quotation to fate. The quotation represents the prospects' "olive branch" and if this offering is not handled correctly, not only are your chances of closing the deal reduced significantly, but the chances of getting another opportunity to quote is as well. Top Line maintains a strong follow-up protocol that honors the generosity of the quotation offering, while holding the prospect accountable to the action of feedback or deal award. In combination with Prospect Development and RFQ/RFP Conversion, this service enables our clients to control the process and work with us, while allowing Top Line Systems to execute.
Sales Support
Some organizations may find that they have most of the parts of the sales process covered, but would like to add horsepower in different places at different times. Top Line Systems can provide the required horsepower where it is needed, when it is needed to round out your organizations needs.
