Sales Specialist#
Context#
1. Understanding Client Needs#
Translating Technical Services: Drafting and 3D modeling are highly specialized services that clients may not fully understand. A sales specialist can explain these services in a way that aligns with the client’s needs, ensuring that they understand how these services will benefit their projects (e.g., faster turnaround times, enhanced accuracy, visualization of complex designs).
Customization: Clients from different industries (construction, manufacturing, architecture, etc.) have unique requirements. A sales specialist can tailor the service offering by understanding and addressing these specific needs, which can lead to customized solutions.
2. Building Relationships#
Establishing Trust: Selling technical services like drafting and 3D modeling requires building trust. Clients often want assurance that the service provider has the expertise to deliver high-quality work. A sales specialist can establish and nurture these relationships by providing credible answers, sharing success stories, and offering continuous support throughout the sales process.
Ongoing Communication: Regular communication with clients ensures that the services are meeting their expectations. This also opens opportunities for upselling or offering additional services as projects evolve.
3. Differentiating from Competitors#
Highlighting Value: There is often competition in the drafting and 3D modeling market. A sales specialist is skilled in highlighting the unique strengths of your services (e.g., faster turnaround times, advanced technology, industry experience) and emphasizing why clients should choose you over competitors.
Pricing and Negotiation: Understanding market rates for drafting and 3D modeling services is critical. A sales specialist can negotiate prices while ensuring that the value is properly communicated to clients, ensuring profitable deals that are still competitive.
4. Educating Clients#
Explaining Technical Details: Not all clients are familiar with the technical aspects of drafting and 3D modeling. A sales specialist can break down complex technical concepts into simple, understandable terms, making it easier for clients to make informed decisions.
Showing ROI (Return on Investment): Clients may need to be convinced of the long-term benefits of 3D modeling, such as fewer errors during construction or manufacturing, better visualization, and cost savings. A sales specialist can demonstrate how investing in high-quality drafting and modeling will save money and improve outcomes.
5. Generating Leads and Expanding Market Reach#
Identifying Potential Clients: A sales specialist actively seeks new leads and markets your services to new clients. Whether through networking, cold calls, or attending industry events, they help grow your business by finding opportunities that might otherwise be missed.
Cross-Selling and Upselling: Many clients who need drafting and 3D modeling services might also require related services (e.g., revisions, consulting, project management). A sales specialist can identify these opportunities and offer additional services to expand revenue streams.
6. Streamlining the Sales Process#
Efficient Workflow: A sales specialist is trained to manage the sales pipeline, ensuring that deals progress smoothly. They handle client inquiries, prepare proposals, and close deals efficiently, allowing the drafting and modeling team to focus on the technical work.
Dealing with Objections: Clients may have concerns about costs, timelines, or quality. A sales specialist is adept at overcoming objections, addressing doubts, and offering solutions that lead to successful sales.
7. Increasing Sales and Profitability#
Ultimately, the sales specialist drives revenue. By understanding the client’s pain points, positioning your services effectively, and fostering long-term relationships, they ensure a steady stream of projects, leading to increased profitability for the business.
Expectations#
The product design for this is found in the Product Design.
Daily Duties of a Sales Specialist#
Follow Up with Leads: - Review and follow up with existing leads and prospects, addressing any questions or concerns, and moving them through the sales pipeline by checking info@exact.engineering for new requests and follow-up on existing requests. All emails related to this should cc sales@exact.engineering.
Generate New Leads: - Identify potential new clients through networking, online research, and attending industry events or forums, and add them to the lead database.
Prepare and Send Proposals: - Review any outstanding proposals or requests for quotes (RFQs), ensure all required details are included, and send them to prospective clients. Ensure all work is quoted by the end of the following business day that it was received.
Update CRM and Sales Tools: - Ensure that all interactions with clients (emails, calls, meetings) are documented in the CRM, and update client status in the sales pipeline.
Review Client Contracts: - Check for any outstanding client contracts that need to be finalized, negotiated, or signed.
Coordinate with the Production Team: - Communicate with the production or project management team to stay updated on project statuses and ensure that client timelines and expectations are aligned.
Prepare for Client Meetings: - If scheduled, review all relevant client information and project details to ensure productive meetings or calls.
Cross-Sell or Upsell Services: - Identify opportunities to offer additional services, such as revisions, consulting, or project management, to existing clients.
- Track Sales Goals and Metrics:
Review daily progress toward sales goals (e.g., leads generated, proposals sent, deals closed) and adjust strategies as needed.