@Geoff Tanham I was in an exact discussion yesterday, I was talking to the head of sales of Oracle in the Middle East, he explained the importance of engagement and listening, he even mentioned to answer "what's in it for me?" . I think your answers and many other answers I got here and from other people are very important to build the process.
I think now I will not select a CRM, but rather build a sales process based on engagements and get common answers to commons questions.
Here what I want to do:
1- Lead Generation: I want to position the company as the expert of analyzing UX, therefore I am pushing the marketing team to blog, make webinars, and building case studies to raise awareness about the importance of testing UX for website and mobile apps.
2- Prospecting: I built a set of questions to figure out which companies I am must target and who are the people inside these companies I want to target. examples of these questions
1- Is this website is an eCommerce website or Travel website?
2- Do they speak Arabic?
3- Who is the head of marketing or head of UX?
4- How do they measure user's engagement on the website?
5- Is the website updated on weekly bases?
I have more questions but I do not want to make this post long
3-Setting up a meeting: Connecting the responsible person pitching the idea and raise questions about engagements or sharing interesting facts we found out from other customers
4- Meeting the prospect: a meeting where we pitch for one minute, build credibility of the sales person in another minute, then ask the following questions to the client
1- How do you measure engagement on your website?
2- How do you get feedback from customers?
3- What are the reasons that makes people do not convert on your website?
4- How do you settle disputes during your design process?
I think these questions needs to rephrased, but my point that I want the client to sound like he/she is coming up with the idea that he needs our service
5- Closing, I think I need prepare a list of common questions I got from customers regarding the service and why would they buy the service, like "we do not have the budget for" I think I need to study this part in more depth
Once this process is figured out and able to close the deals, I will transfer it to CRM where we can actually automate the process and make it logical.