A: We use a 4-step process we call Q.P.E.C.
- 1 – Qualify
- 2 – Plan
- 3 – Engage
- 4 – Closing & Reporting
This is where we make sure that your products or services have a market in the targeted territory. We also verify that your quality and pricing is competitive, you have realistic 12 month sales goals, and that you have the necessary budget and time to expand into your new territory. In our experience, a good volume of sales into a new territory takes a minimum of 6 to 12 months to crystallize from a “cold” start.
Plan:Including OKRs Plan, ICP Analyses, Recruiting (if required) and Training
Here we start to build your Ideal Clients Profile (ICP) and we make sure it’s very well defined. Our clients get to know their newmarket better than most because we pride ourselves on our depth of analysis. We focus on targeting potential clients who are ready to buy, ensuring we’re not wasting ours and your time on those who don’t need your products or services, or aren’t yet able to purchase them. An ICP Analysis is included in all packages.
If you buy our 360 Sales Package we add an OKRs Plan, which outlines the Objectives and Key Results for your project. This is a cutting-edge sales management methodology used by leading world companies like HP, Google, Microsoft and now SalesMENA to
manage projects and make sure the objectives and KPIs are set and clear to our entire team and to you, the client. This works as a living action plan that you can follow up and measure with ease. We believe that short term plans that are measured frequently work best. We keep our OKRs plan limited to one quarter (3 months) and we keep it short and to the point (2 pages at max). Every plan has clear objectives, quantifiable key results and time bound responsibilities.
After this is complete you will deliver any necessary technical training to your dedicated sales team. There will usually be a minimum of 3 people working on your account: a lead generation expert, a dedicated Call Center operator, and a Sales Account manager on the ground. Technical training about your product and services is required to make sure our team has the product knowledge to handle the prospects’ questions and objections.
Engage: (Lead generation & Set up Meetings Process)
a. Using the agreed ICP we utilise all our resources and extensive networks to identify leads for your products or services. We involve you closely in this process, so you’ll always be sure we’re all on the same page with your expectations.
b. We start calling and qualifying these leads and we will set up meetings with decision makers who have shown interest in your products or services.
c. We follow up on these meetings and keep the momentum going on throughout the closing process.
Closing & Reporting
This is the most important – and the most challenging – part of the sales process. This is because the prior parts of the process a remore of a science, whereas closing a deal is more of an art.
From the last 13 years spent successfully selling in MEA we know that closing a deal here requires a thorough knowledge of the local culture, language and buying behaviour – as well as the nuances of cultural differences. It’s very difficult to find one person who has the necessary lead-generation techniques married with the perfect closing skills. This is why we use multi-member teams, each with their core strengths, to maximize our success. We also know that what works in the USA, EU, UK, Canada, Australia, Asia, Russia and other countries rarely applies here. At SalesMENA we speak the Arabic language and we instinctively understand the culture.Most of our clients are from outside the Middle East & Africa and we have also developed a deep understanding of how they work and their expectations. This allows us to narrow the gap between the two worlds and achieve the desired results.
Reporting is one of the most underestimated part of the sales process, and it’s usually despised by most salespeople! Because successful salespeople are personable and outgoing, this doesn’t lend itself to the skills needed to give effective and useful performance reports.
At SalesMENA we know the value of regular, comprehensive reporting to you, the client – we take this aspect of our work most seriously. To make this easy, transparent and immediate, we will create a WhatsApp and/or Slack group to which you will be added.This will give you instant updates on every single meeting, quotation, and closed deal on a daily basis. We also hold either weekly, bi-weekly, or monthly comprehensive sales meetings depending on the package you select. The meetings will be between you and our– now your – sales team. We will discuss the OKR progress and direction of our actions. We will also examine how we may improve, what challenges we are facing, and our success stories. You can advise us where necessary and help us to learn about your products and services quickly and efficiently.
Outside of regularly scheduled meetings, you can reach your SalesMENA team any time you wish from 08:30 a.m. to 5:30 p.m.Sunday to Thursday. Although Friday and Saturday is the Middle Eastern weekend you’ll find we go the extra mile and we’re available for you then as well!