We appreciate your feedback on the Donaldson buyer's journey.
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How do you go about identifying a prospect at the beginning of the sales cycle?
When you get a new lead/opportunity or reach, what happens immediately after?
Once you’ve identified a prospect, how do you usually approach them and begin pitching? Do you typically get a response on the first reach-out and if not, how many touchpoints does it take on average?
Out of the prospects/leads you make contact with, how many agree to having a conversation/reviewing a proposal?
When it comes to the overall sales process, can you break down the major steps, from initial contact, to closing the deal?
What is the typical time it takes between first reaching out to a lead and closing a sale?
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 challenges?
Are there any particular objections, or “motivation gaps” that you receive from prospects that stick out in your mind?
How do you effectively demonstrate the value of the preventative maintenance package? Does the specific value vary from customer to customer?
What are the major Donaldson 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 specifically signs the contract?
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