Logical Position: Data-Driven Sales Process
Problem-Solving in Action
Problem:
In my role as a New Business Development Representative at Logical Position, I needed to generate qualified leads, schedule sales appointments, and ultimately close deals for our digital marketing services. The goal was to help businesses optimize their online advertising and drive growth by offering tailored audits and strategic recommendations, which required not only sales skills but also a strong understanding of digital advertising metrics and the ability to present actionable insights to decision-makers.
Solution:
I developed a strategic approach to prospecting, outreach, and client engagement. My process included identifying qualified prospects through Google Ads and Facebook Ads, presenting customized account audits, and using data visualizations to communicate opportunities and metrics. For high-spending enterprise clients, I utilized a Looker Studio dashboard to present key advertising metrics and insights, helping executive teams understand their ad performance and make informed decisions.
Data-Driven Sales Process:
Targeting High-Value Leads
Identified potential clients primarily in lead generation and eCommerce sectors, focusing on businesses actively advertising on Google and Facebook. This helped ensure our services were relevant and immediately valuable to the prospects.Outbound Sales Calls and Emails
Conducted cold calls and sent cold emails to connect with decision-makers, effectively communicating Logical Position’s value proposition and setting up initial appointments.
Audit-Driven Sales Pitch
Scheduled Zoom meetings to deliver complimentary audits of clients’ ad accounts, identifying optimization opportunities. These audits covered aspects like ad spend efficiency, keyword performance, audience targeting, and bidding strategies.Service Presentation and Pricing Discussion
Walked clients through Logical Position’s range of services, discussing how SEO, PPC, social media marketing, email marketing, and Amazon advertising could enhance their overall digital strategy. Engaged in transparent pricing discussions and presented Logical Position’s value in terms of ROI.Follow-Up and Proposal Agreement
Secured agreement to send a formal proposal after each audit presentation and scheduled follow-up meetings to finalize the sale. Maintained a follow-up routine to nurture prospects through the decision-making process.
Custom Dashboard for Enterprise Client
For an enterprise-level client spending over $25K per month on Google Ads, I created a custom dashboard in Looker Studio, tailored to present key performance metrics such as:- Cost per Click (CPC)
- Conversions
- Cost per Conversion
- Return on Ad Spend (ROAS)
- Funnel metrics showing ad engagement stages from impression to conversion
Executive Data Presentation
Presented the dashboard in meetings with client executives, highlighting areas for optimization and discussing strategic recommendations based on data insights. This helped the client understand performance trends and make data-backed decisions to improve their ad strategy.