In the industry, the number of players and potential targets is very large. The real difficulty lies in your ability to understand and target your market. This is why it is common to rely on structures or professionals with experience and contacts. But how can you be sure that your representative will really be able to sell your solutions?

One of Surfeo‘s major strengths lies in its ability to be operational very quickly thanks to a process called NPI (New Principal Introduction). In order to launch the missions, our operational teams will set up 3 meetings and collect a certain number of essential documentary elements. This will allow us to acquire the DNA of the new client, to identify its differentiators in order to launch our teams in the field in just a few weeks. The NPI also allows us to align ourselves with the objectives of the mission and to establish a relationship in true partnership.

What are the different elements of the NPI?

After gathering all the documentation (contacts, references, T&C…). Our industry experts organize three call sessions that allow them to define a strategy and quickly reach your targets:

The first call will serve as a general presentation between the SURFEO teams and the key contact points within the company represented. The teams discuss the methodology in place and align on the objectives to be achieved;

« Technical Training » is technical training in the company’s skills. The applications, roadmap/innovations and skills of the different business units will be detailed. Our ability to understand your technical skills and their added value as well as the fields of application will allow us to establish synergies with our other customers;

During this session, your sales team presents itself to the SURFEO teams as if it were talking to a client. This exchange allows us to identify the key points of success and to refine the positioning elements.

With all this information, our teams define a methodology adapted to the client’s needs. In parallel, the Key Account Manager and the Operational Director establish a list of target accounts. This list of accounts is based on the objectives of the mission and the SURFEO intelligence. Our 12,000 qualified contacts and our Salesforce crm allow us to identify key accounts with a high chance of success. It will also be built in line with the stated objectives in terms of territories and market segments.

Once the methodology is in place, the Sales Plan Monitoring ™ validated by the client and the marketing documentation reworked, our teams start their prospecting actions starting with the Prospection Day ™. The Prospection Day ™ is a day during which all of our experts are mobilized and call more than 400 contacts. This unique strike force allows us to obtain a significant number of appointments and qualified contacts in one day.

The key to the organization of the preparation of the prospecting day

The launch of Prospection Day ™ is a task that requires organization and rigor on the part of all our teams. In particular, this process has been worked on and consolidated since 2007 and is EN 9100 AND ISO9001 certified.

The objectives of Prospecting Day ™ are varied: relaunching a pipeline, launching a mission, qualifying contacts, obtaining information directly from decision-makers, detecting new opportunities… It is a pivotal point since it results in the pitch and the approach.

• A mastered preparation

A long work of targeting and understanding of the organizations is necessary to create the list of +400 target contacts. All of these contacts are divided among the teams to carry out a massive and common prospecting activity.

For this, training is provided to all teams. During this training, the skills and organization of the client, his target markets and objectives, and the key points for success are discussed. Following this day, each of our Business Developers will know how to play synergies between their existing customers and this new customer.

• A striking force

During this day, all our experts are mobilized. For a whole day they work on the same objective. Metrics are monitored throughout the day to maximize success. An intermediary meeting is organized in order to discuss any obstacles and good practices observed.

The same is true at the end of the day. Teams come together to exchange and share their experiences and take stock in order to continually rework the strategy based on the feedback.

Thanks to the NPI ™, the Sales Plan Monitoring ™ and the Footprint Day ™, Surfeo is able to absorb the DNA of all its customers and in record time to be on the ground in front of the decision makers.