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Free Scripts for Latent Opportunity Segmentation in Q4

Posted by Gavin Matthews on 10/14/14 3:20 AM

segmentationheader

Part of optimizing your Q4 schedule ahead of time means truly taking the time to qualify new and old opportunities. With limited time – few total business days in Q4 - focusing on the segmentation of the right prospects at the right time can make hitting the number a more methodical process.

Chances are, you already use qualification tiers. Rather than looking at the entire pipeline at once, you can break each opportunity down by ranking, indicating the best possible chance to close. While many models for tiering exist, focus on a graded system in Q4 to keep your process organized at chaotic time. Try four letter grades - A, B, C, and D - to sort your opportunities: As require you to drive urgency, Bs have a need but still seek to build the value proposition, Cs haven’t quite seen the business need, and Ds are complete re-engagement candidates.

Engaging these opportunities does require rethinking your pitch - each requires a different value proposition, a different sense of urgency, and a unique approach.

 

Tier A and Tier B

Since the goal is to build value and drive urgency, the language should be direct, captivating, and insightful.

 

Hello Prospect,

During our last conversation, I was left very excited about how we align with [BIG ISSUE THAT YOU DISCUSSED]. As we help to solve this issue, I look forward to the chance to show you firsthand our solution and how you can better account for [PROBLEM]. Given the time of year and the need to address solutions before the new year begins, I hope that you can join us in seizing the opportunity to shift the outlook about [PROBLEM]. As I also mentioned before, we will be holding [EVENT] on [PROBLEM] in the coming days.

Please expect an email shortly with several possible times to connect and share. Likewise, if you have times open in the coming weeks that work best, I am glad to accommodate them. I look forward to reconnecting and learning more about [COMPANY] and [PROBLEM].

Best,

[REP]

 

Tier C and Tier D 

The goal here is to reset: remind the prospect why they may have been interested in the first place and earn the right to get back in front of them.

 

Hello Prospect,

I wanted to again thank you for your time back in [MONTH] - it was very insightful to discuss [PROBLEM] and how you approach the market. I took one idea about [PROBLEM] to heart and took the time over the last few months to learn more. I recognized that [A BARRIER TO THE SALE] prevented a move toward [SOLUTION], and feel that now would be a better time to approach the topic.

We recently shifted toward a new approach to [SOLUTION], guided by your feedback and your peers in the market. As the landscape has shifted toward a need for a more robust, feature-rich solution, we adapted and updated our methodology. I would appreciate the opportunity to share the updates with you and get your feedback on how they fit the landscape today.

Please expect an email shortly with several possible times to connect and share. Likewise, if you have times open in the coming weeks that work best, I am glad to accommodate them. I look forward to reconnecting and learning more about [COMPANY] and [PROBLEM].

Best,

[REP]




About the Author

Gavin Matthews

Gavin Matthews is a CommercialTribe Product Owner and Director of Enterprise Integration. Previously, he worked in sales and marketing across leading startups, including Tidal Labs and Genius. Gavin is an avid fan of Colorado and can most often be found in the mountains.

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Topics: Sales Enablement, Message Adoption


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