Company size

Searching for potential clients

Every sales account manager [SAM] gets assigned the region in which the SAM will acquire clients. Sometimes, because of the company’s scale, you may enter another colleague’s territory because that company has subsidiaries all over the continent. Every contact needs to be filed in SGS ONE. So if this situation happens, you can search for that company in SGS ONE, and if it shows up, that means one of your colleagues has already been in touch with them. Talk with your colleague about the feedback from that company. We used different ways and platforms to reach out to potential clients.

 

Target Questions – Introduction Call

Ask open, intuitive questions so you can get a clear picture of the company. Questions must not give the client the possibility to answer with just “Yes” or “No”. Below, you can see examples of questions for every targeted person. Also, be careful with the questions because you can lose control of the flow of the introduction call.

 

For CEO, Managing Director, General Manager:

–What is the current size of your company?
-What is the average number of new employments in your company per year?
-What is the biggest challenge you are facing currently with your company?
-What is your current revenue, and what is your goal to reach this year?

 

For CSO, Head of Sales, Director of Sales:

-What is the current size of your department?
-What current CRM system do you use?
-What would you like to see changed?
-Where are the account managers based?
-What is your current revenue, and what is your goal to reach this year?
-What is the biggest challenge you are facing currently with your company?
-I assume that you have increasing targets every year. How are you coping with it?
-What is your responsibility in your role?

 

CMO, Head of Marketing, Marketing Director

-What is the current size of your department?
-What is the most significant challenge that your team is facing?
-Which percentage of your portfolio consists of Offline? Online? Inbound? Outbound? ATL? BTL? TTL? * Marketing
-What are your KPI’s?
-Is your team in-house or outsourced?
-If you have a businesswise wish list for next year, what would be on it?
-What do you consider being your weak department spots?

 

CHRO, Head of HR, HR Director

-What s the current size of your department?
-What is the current size of your recruitment team?
-What is the average number of placements in your company?
-How is the reporting of candidates structured?
-Do you use any HR/recruitment tools in acquiring new people for the company?
-Is your recruiting just internal, or can it also be external?

 

COO, Head of Operations, Operations Director

-How is your department structured?
-What is the current size of it, people wise?
-What is the biggest challenge you are facing currently with your company?
-Which tools do you use for resource management/project management/time management?
-What is your responsibility in your role?

 

CTO, Head of IT, IT Director

-What is the current size of your department?
-What is the biggest challenge you are facing currently with your company?
-Where is your IT & DATA center team based?
-Do you use outsourced teams for projects?