A Random Result vs. Working Solution Search In Sales

What makes you happier

When you get an accidental result or obtain a figured-out, prepared, configured, and expected gain but not so fast? Logically, you understand that the second outcome is the best way to develop an IT company, but anyway, the first variant makes everyone happy.

Unfortunately, most IT companies always work with a random result. It’s not about a systematic approach where everyone keeps up deal frequency competently, but about generating leads from everywhere. This brings satisfaction for some period of time, and the company may even extend to a large size that way. But for some reason, the founders cannot get past the idea that the company does not have a clear specification or expertise. You can get really more if you are going to sell your company to the investor if you have a clear specification and applicant pool for this niche, but if you do not intend to sell the company and are sufficiently energetic to develop it, there’s no need to regret the niche absence.

Depends

It all depends on which position brings you more money. If you tell yourself, “I want to attract not the best specialists from the market to the company, and I’m not after specialization, but will focus on an excellent development process, and thus I will take any projects we need, do them well, and build a good reputation,” then you do not deceive yourself and the client. But if you inflate the marketing bubble by attracting customers and take on projects that you don’t know how to do, you earn, but in general, you will not be able to create a reference channel later because the projects will be plain vanilla.

There are two ways that IT companies pursue. The first is that we, as an IT company, do not invent anything supernatural and offer classic services for reasonable money; we write about it everywhere and set ourselves up this way. The second way is a long one, where we spend a lot of time and effort to get some kind of confirmation of our expertise through certificates, partnership statuses, public grants, and scientific publications, and then we start talking and showing it to everyone, backing up the words with deeds.

Processes N 1 and  N 2 or go parallel?

Is it possible to mix the processes N 1 and  N 2 or go parallel? Of course! You can  gradually score the necessary points step by step in the race for a large client. What  basically earns a lot of money? That’s right—the 30-year-old projects are written in state or near-state structures where everything needs to be updated and maintained. Projects at the peak of innovations and so on often do not come across every month if only you are not a company with scientific potential.

Okay, we’ve decided upon setting ourselves up; what’s next? Then everything divides into two lines of development: standard outreach, when we use LinkedIn and email, or prospecting + ABM. There are two components here: the money for the lead and the cost of the team working on the lead conversion. On average, 1 MQL in outsourcing comes out to $1,500-$3,000 with all the tools and expenses for the team. To close projects, it is desirable for us to have 10-15 MQL per month, so that we get at least 5-7 SQL of this number and recoup the costs of the team, plus earn and grow. With the classic outreach department, you can influence the cost and constantly look for optimizations there. But it is not possible with prospecting and the ABM approach. Because there’s almost always a high cost and entry level, you lessen the need to puff up the staff for specifics and functions and spend more money on research, data, offers, and distribution.

Why is it bad to make an accidental sale off-plan or profile? You never found out why your offer worked or not. It is always necessary to clarify in the first meeting with the lead the reason that made him answer and eventually buy later; if you previously had  such sales, you may sell indiscriminately.

In order to make all subsequent sales easier, it is necessary to bring them into the plane of in-depth analysis so that you would not constantly create a new scope of documents but fine-tune the processes in this niche or industry and make a really good name for yourself.

Have no random sales, everyone!