What are the challenges of commercial prospecting?

[jisansorkar12]

Answers from Cyril MICHEL, Sales Director at Climax Technology. Present in Asia, the United States and Europe, Climax Technology is an expert in the field of wireless security, from research to marketing, including the development of all the software building blocks of the offer. In particular, the company has integrated new home automation functionalities into its systems, improving performance and offering much broader possibilities, ultimately developing true artificial intelligence.

In this context, Cyril MICHEL implements the company's sales , marketing and communication strategy and is responsible for the strategic, tactical and operational aspects of these issues. We would like to thank Cyril MICHEL, who has been a member of the DCF, Dirigeants commerciaux de France, for 16 years and was kind enough to answer our questions on the topic of sales prospecting. Here's what he had to say.

From B to B prospecting to finding B to C clients
We have two targets in terms of market segments. On the one hand, installers, approached by our networked sales force, Climax Technology Network. Our solutions are also integrated by large groups, financial and mutual organizations and other FTEs, to meet their most strategic challenges.

However, our products are installed by our customers, in French homes: we operate in the areas of: smart home - smart city, e-health, customized solutions, sport and we are already protecting nearly 40,000 French homes. We are now launching initiatives to directly serve B to C customers. To do this, we are using marketplaces and dedicated websites. For example, we are launching a B-to-C operation via a dedicated e-commerce site with our partner Blaupunkt on March 20, as part of a special press operation.

Sales prospecting has gone multichannel
Commercial prospecting has become “multimodal”. If I were to draw an analogy overseas chinese in worldwide data with transport, there are now many ways to reach our potential customers , and there have never been so many. It’s up to us to take advantage of them. Digitalization, professional social networks, the Internet and business websites are gold mines of commercial information to be exploited.

That said, we must continue to favor the good old “old school” methods. Referrals from satisfied customers, professional networks such as DCF, Digital Aquitaine, Apacom or 2AM in Gironde and New Aquitaine, and direct approaches .

The 421 Method for the Sales Team
When it comes to prospecting and its development, I think you need to be very structured and have a strong methodology, so as not to resist the temptation to procrastinate. We are being asked for more and more information, and there is a strong temptation not to "go for it", because it is complicated. But this is like a runner who decides to run a marathon and does not do at least three runs a week. Especially because we have to keep in mind the content of our hiring and our commitment. Selling, in order to produce value for the company that employs us.

To do this, I apply myself and train my teams in the 421 method that I created, which inverts the sales production curve. Before: 1 day of prospecting, at best, and the rest in the back office. With the 421 method: 4 sales meetings per week, 2 days of direct approach and only 1 day for the back office.