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How do you go about identifying a prospect at the beginning of the partnership cycle?
When you get a new lead/opportunity or reach, what happens immediately after?
Once you’ve identified a prospect, how do you put a plan together to approach the prospect and begin pitching a partnership? Do you typically get a response on the first reach-out and if not, how many touchpoints does it typically take?
From the identified prospects and reach-outs, how many agree to review a proposal? Ex: Typically, 1 out of 10
In the scenario where a prospective partner comes to you, what is the threshold for entering into a partnership with them and providing them with a dedicated account rep?
You mentioned that the sales process is very long. Can you break down the major steps, from initial contact, to closing the deal?
What are the major challenges/obstacles you encounter during the sales process? Please provide as much detail as possible.
What are the solutions you employ to overcome those the challenges mentioned in the prior question?
What is the typical time in between the proposal development phase and proposal delivery? During the lengthy sales process, what actions do you take to “keep the deal alive” and ensure that the prospect doesn’t fall out of communication?
What are the major VSP value propositions that you push during the sales process to differentiate you from your competitors?
How many people are involved in accepting a proposal/signing a deal? What are their titles?
Who typically signs the actual contract? Within a year of the proposals being pitched, how many become contracts? Ex: Typically, 1 out of 10.
Are there any contracts that come to fruition outside this process? Ex: RFPS If so how many on a yearly basis?
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