Sales lead opportunity for procurement

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every sales process starts with sourcing prospects or sourcing potential leads for us to sell to in this video we're going to break down conceptually how we go about doing this in the next video we're going to look at a real-life example how do we source prospects for us to sell our products to so let's start with our sales funnel here we're looking at the top the top phase of the top step in the sales process the sourcing step here this again is the responsibility of the sales development rep to go out there and source new leads source prospects for us to sell to so the ultimate question of an sdr is who do you want to sell to who's a good fit for our product our service that we want to go and sell to and the answer is going to be target prospects that fit the ideal profile of the type of customer we want to sell to so for example if we are canary and we are selling our mobile app to hotels to allow their guests to check in without having to talk to the front desk the question of who do we want to sell to is probably going to include hotels now it might be more in depth than that but at a bare minimum we know that we want to go and sell to hotels so how do we start to define what type of hotels we want to sell to well before we go out there and start just emailing calling every hotel in the world we want to start with our ideal customer profile this icp ideal customer profile describes the perfect customer for your product you're selling so again if we're canary we know we sell a mobile app to hotels so their guests can check in easier and faster so our icp is going to include hotels and more specifically is going to break down the ideal hotel that we want to sell to and we'll look at this example here in a second beneath that we have buyer personas and the buyer persona really just describes the person at that company at that potential prospect that will buy your solution or that you want to engage with for your solution so for example again if we're canary we know we want to sell to hotels now who do we want to talk to at the hotel to sell to do we want to talk to the janitor do you want to talk to the valet driver probably not right we want to talk to somebody that oversees hotel operations or maybe the general manager or maybe there's a guest experience person at that hotel that we want to talk to so the buyer persona just describes the type of person that we want to go find online find their information find their content information and then try to engage with to sell our solution so we're going to look at examples here in a moment of how we do both of these steps but let's just break this down a little bit further starting with the ideal customer profile so the icp who of the customer or the prospect that you're reaching out to is going to differ for every single company no two companies are gonna have the exact same icp because no two products or services are the same but some very common attributes here could be things like industry what industries are you selling into uh how big or small are those companies that you're selling to and maybe that's described by number of employees maybe it's described by revenue where are those companies located can you sell to anybody in the world can you only sell to companies united states can you only sell to companies in boston or new york what geography are they in and then what are some of those potential pain points that you're looking for that a customer might have or an ideal customer might have for you so again if this is canary and we know we sell a mobile app to hotels we might our industry would be hospitality industry and more specifically hotels hotels are folks that we want to go after now how big or small of hotels maybe we can only sell them medium-sized hotels maybe they have employees in the range of 100 to 1 000. we're not selling to the world's biggest hotels with ten thousand twenty thousand employees and we're not selling to you know uh small mom-and-pop boutiques so maybe that's how we start to find that medium-sized range hotels that have you know 100 1 000 employees maybe we can sell hotels all across the united states but not outside the united states so our geography is limited to the us right now and what type of pain points might these hotels have maybe they're hotels that are trying to improve guest experience maybe they're hotels that uh are trying to improve guest uh you know health and well-being and safety by not making them come in and chat with another human being but by letting them move from uh from you know checking right to their hotel room on their own so we'll start to define this and do some examples here but that's the that's the ideal customer profile here it's really just profiling out the attributes of the ideal customer you want to go after and then again when we're looking at buyer personas we're looking at the person at that company that we actually want to go and talk to so again if we are canary we're probably not going to go try to target the valet drivers or we're not trying to target the janitors or not even trying to target maybe like the housekeeping team uh we're looking for the person at that company that can actually make a buying decision and engage with us about buying our product or our service so departments if we're canary that might be operations hotel operations it could be uh guest experience maybe there's a apartment like that for titles we might narrow it down to uh general manager or chief operating officer or um you know guest experience manager i'm not sure what the title should look like we can look at this as a as an example in a second here but you want to be as specific as possible so you can go find other customers or other prospects that meet meet your buyer persona and then there could be things like responsibilities how long have they been at that company what pain points might that person individually be having but again that's the icp that's the buyer persona before you make a single phone call before you send a single email you really need to define who you're reaching out to both at a company level and at a persona level so that you can tailor your talk tech tailor your emails to those people