





May 8, 2024
Finding New Prospects
Guests:
Pat Clounch, Sales Manager, Team Sewell Fleet ManagementBrian St. Hilaire, Field Manager - OEM Partnerships, Work Truck Solutions Webinar


May 8, 2024
Guests:
Pat Clounch, Sales Manager, Team Sewell Fleet ManagementBrian St. Hilaire, Field Manager - OEM Partnerships, Work Truck Solutions Webinar
Five “MUST DO’s”
❖ Omnichannel
❖ Personalized
❖ Frictionless
Customer Centricity:
…center every initiative, no matter if short- or long-term, around customer needs and expectations.
Gartner predicts that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels as early as 2025, an almost 180-degree change.
Manager: Create prospecting expectations, e.g.
10 new prospects per week
CAM: Develop processes for finding more than 10 new prospects per week
Example:
Use 2-Minute Prospecting Daily or Weekly to send templated emails with VDP(s), or other messages and attachments.
Building Buyers: A planned and committed approach to bringing in lists and other businesses…
GM: Business Playbook
Ford: Smart Marketing
Ram: Nothing
Home Depot, etc.
Parking Lot
…on the Street
Buying lists is tricky.
Check with your OEM on what is available. Join Vocational Associations.
Internally: set up cross collaborative processes that leverage customers of service and parts.
Create a referral program for existing customers to provide business valuecredit for services, or priority status…
91% of B2B purchasers are influenced by word-of-mouth when making buying decisions.
Using the Universe to Help Find Prospects
Dealership vendors
Local chamber of commerce
Parking truck/van public place - hand out fliers
Coming soon: New Resource Rack
Review Your Checklist
Set up WTS Training Session with Your CSM Provide Feedback to Your CSM on what you need!!