Project Lead Generation:

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Randolf Mitchell
8 years ago
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1 isqft. Project Lead Generation: Finding The Best Selection Process For Your Business

2 Agenda Selection Process Who is isqft? Demo 2

3 Selection Process Identify Needs Evaluation Criteria Internal Support Insider Secrets Maximize Sales Partnership 3

4 Identify Needs Evaluation Criteria Insider Secrets Identify Needs Maximize Sales Partnership Internal Support General Contractors & Subcontractors Project Awareness vs. Prioritization Network Expansion vs. In-Market Awareness Supplement Current Bid Process Supplier Point-of-Sale Awareness Increase Margins Manufacturers Planning Stage vs. Bid Phase Architect Awareness Competitor Intelligence 4

5 Internal Support Evaluation Criteria Insider Secrets Identify Needs Maximize Sales Partnership Internal Support Bid Administrator Degree of Construction Knowledge Organizer vs. Facilitator Communication Alignment CRM Integration Cloud Storage vs. Internal Storage Project Tracking vs. Bid Board Real Time Notification Addenda Frequency Mobile and Tablet Device 5

vs. Facilitator Communication Alignment CRM Integration Cloud Storage vs.

6 Maximize Sales Partnership Evaluation Criteria Insider Secrets Identify Needs Maximize Sales Partnership Internal Support You Are The Experts! Understanding Your Go-to-Market Strategy Set Expectations First Ideal Projects Communicate User Preferences Business Needs vs. Application Preferences Request One-on-One Support Map Out Your Organization How Is Responsibility Shared? How Many Users? 6

Understanding Your Go-to-Market Strategy Set Expectations First Ideal Projects Communicate User

7 Insider Secrets Evaluation Criteria Insider Secrets Identify Needs Maximize Sales Partnership Internal Support Sales Representatives Follow A Process Schedule A Demonstration Standard Closed Probe Questions Trained To Deflect Price Questions May Not Know Exact Price Yet Ask What Factors Influence Price Ask If There Are Different Tiers Be Honest About Comparing Services Ask For More Information A Free Trial Should Be Available A Sales Rep Should Provide Historical Data 7

Questions May Not Know Exact Price Yet Ask What Factors Influence Price Ask If There Are Different Tiers Be Honest

8 Evaluation Criteria Evaluation Criteria Insider Secrets Identify Needs Maximize Sales Partnership Internal Support What Determines A ROI? Increase In Monthly Bid Opportunities Increase In Net New Connections Increase Of Information On Existing Content Identification Of Higher Margin Opportunities Hard Costs Elimination of Plan Deposits Elimination of Printing Cost Soft Costs Increase Margins On Existing Volume Increase Volume By Reducing Qualification Time Increase Odds Of Winning With Accurate Bidders Lists Stop Using Multiple Sources For The Same Content 8

Margin Opportunities Hard Costs Elimination of Plan Deposits Elimination of Printing Cost Soft Costs Increase Margins On Existing Volume

9 Agenda Selection Process Who is isqft? Demo 9

10 The Power to Sell More Does the network connect you with decision makers, owners, and design firms to help create more demand for your products? Does it provide the tools to simplify the sales process and make your organization more effective, leading to increased brand awareness and sales? Does it provide the industry s largest, most reliable source for timely and accurate bidding project information, including documents on over 91% of the projects we find. Will you receive customer success team partners with your membership to help you work more effectively and ensure your continued success and return on investment? 10

Does it provide the industry s largest, most reliable source for timely and accurate bidding project information, including documents on over 91% of the

11 The Network Scope General Contractors Subcontractors Manufacturers 500,000 Registered Users 60,000 Visitors Daily 125 Million Notifications Annually 196,184 Projects in % With Documents Project Owners Architects & Engineers Suppliers & Distributors 11

Million Notifications Annually 196,184 Projects in 2013 90.

12 Our GC Partners Exclusive Content Our Application for GC s automatically promotes our users, by trade at the time the project is announced Private Projects Leader 51,116 Projects

13 Accurate. Timely. Actionable. The Team 200+ Market Reporters. Specific geography. Builds and sustains our source relationships. The Process Continuous project touches: documents, partners, events, tabs and award updates The Result 145,068 projects in Funded and qualified opportunities to sell your product The Position More than double the next leading competitor regarding GC bid stage projects. 90+% with documents. 13

The Process Continuous project touches: documents, partners, events, tabs and award updates The Result

14 Content Comparison Content Example A It can be easy to miss on a demonstration but often basic contact information is duplicated. Content Example B You will want to see samples of complete contact information in your evaluation. VS 14

15 Agenda Selection Process Who is isqft? Demo 15

16 Let s Take a Closer Look 16

17 THANK YOU FEEL FREE TO DROP US A LINE For Coming Today ENDPLEASE 17

Sales Process Map, Campaign to Customer

Sales Process Map, Campaign to Customer Two tier sales process typically found in high volume B2B sales organizations where marketing campaigns generate leads, a tier one team qualifies leads to pass on