Commercial support to generate opportunities

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For quite some time now, at DRV Sistemas, as a business development and commercial BPO consultancy , we have been offering commercial and pre-sales support services given the enormous importance and relevance that these services provide to other commercial prospecting and lead generation services, a detail that our clients have been able to confirm since the last months of 2021, which at the same time has allowed us to continue optimizing and improving strategies related to commercial support .

Today we are going to focus on this service, its most precise and detailed definition, as well as on recommended techniques and strategies for pre-sales or commercial support .

What is commercial accompaniment
Sales support is an action or service where a sales consultant, pre-sales technician or account executive accompanies another person (generally with a different position, although this is not strictly necessary) to sales meetings or sales presentations of a product or service, so that each person chooses a role or performs a specific role within the meeting itself.

When we talk about sales being an art, we are also referring to coordinating strategies, which we are going to carry out in business meetings, providing great benefits that we will later develop in this same article.

Commercial support techniques
Among the commercial support techniques or commercial strategies that we can apply during this service are the following:

Confirmation : This is already a recommendation bahamas whatsapp data although it is part of the KPIs of DRV's SDR sales prospecting services , it is something we strongly recommend doing. Confirm the meeting before holding it, sending a meeting invitation on the same day it is generated, and confirming the meeting up to 2 days before it, to avoid misunderstandings and last-minute changes.
Preparation : It is extremely important to be very clear about who we are meeting with, and the more information we can obtain beforehand, the better. By this we mean technical qualifications (current and future needs, shortcomings, current supplier, etc.), as well as information about the personality of the person we are meeting with.
Roles or functions of each person (role to be played): each person attending the meeting has a function, that is, they will play a role. The role of the potential client is clear, so if the pre-sales person has a very technical profile, it is clear that the companion will have a more commercial role. If both participants have the same commercial profile, it will be important which of the two will play the most active role during the meeting.
Attitude or performance : Your behavior or body language during the meeting can indicate many things to consider. Whether you gesture or not, how much, whether you make an off-the-record comment, whenever the situation requires it. There are as many possible ways as there are personalities in the world.
Feedback : Just as meeting preparation and role definition are important, feedback is also very important , commenting on "how things went", what could have been done better, what can be improved in the qualification and/or during the prospecting process, when to do follow-ups, the deadlines, what they have told us and how to use it.