A well defined process should coach and guide you as you work with prospective clients.
But in complex B2B sales, this process also needs to be flexible enough so it doesn't inhibit innovation or adaptability to different scenarios.
To overcome this, we've introduced Dynamic Steps for Prospecting, allowing you to gauge the progress of an individual prospect, and add or remove steps based on information discovered during research, or how the prospect responds in their own unique way.
In this simple example, we're adding one more phone call attempt before sending the Pre-exploration email template (as per the process) potentially impacting how the contact responds when receiving that email.
Being flexible with the process, and adding (or removing) steps like this can help you stay on track of each and every prospect in a campaign, freeing you to do your best work while making sure nothing falls through the cracks.
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