Below are the main contents and blocks included in Imperia's Sales Machine, which have been standardized and defined over the last few months in order to scale the company with the hiring of the sales team after the proposed investment is closed.
Each point accesses a section of the PlayBook where it is developed, which can be shared upon request by potential investors who wish to analyze it.
1) Qualification
How do we choose the companies and profiles that will enter our sales machine?
- 🎯 Target Markets: What type of company are we going to?
- 💙 Ideal Customer Profile: What kind of consumer profile are we looking for?
- 🛒 Market Research: What are the phases of the search and how do we focus the shot?
2) Messaging
- 🔭 Prospecting Process - SDR: A complete and detailed guide to the SDR process, with all the steps to follow.
- 👥 Sequences & Templates: Defined sequences within the standardised contact flow, with scheduling and templates.
- 💬 Client Examples: List of all the clients we work with and the sector they belong to.
- 🧨 Objections - Battlecards - SDR’s: What are the main objections and what are their natural responses?
- 🕵️♀️ Sales Hacks / Best Practices: What are the best practices and golden bullets that we have used and that yield results?
3) Clossing
- 🔭 Sales Process - AE: A complete and detailed guide to the AE process, with all the steps to follow.
- ❓ Qualification: What are the questions we should keep in mind to focus a meeting and qualify the prospect?
- 🔍 SCM Talk: How is the discovery meeting to be conducted? questions and script.
- 🏌️♂️ Demo: All the material related to the demos, videos, scripts, FAQs,…
- ⛳ Path & Proposal: Next steps after the Demo and post-Demo message sequence.
4) Team Management