{"id":5141,"date":"2025-07-24T10:22:21","date_gmt":"2025-07-24T08:22:21","guid":{"rendered":"https:\/\/www.solutionsellers.be\/?p=5141"},"modified":"2025-07-24T10:24:46","modified_gmt":"2025-07-24T08:24:46","slug":"meer-impact-bij-je-prospecten-door-hen-goed-te-begrijpen","status":"publish","type":"post","link":"https:\/\/www.solutionsellers.be\/nl\/blog\/algemeen\/meer-impact-bij-je-prospecten-door-hen-goed-te-begrijpen\/","title":{"rendered":"Meer impact bij je prospecten"},"content":{"rendered":"<h3>Wil je meer impact bij het benaderen van je prospecten?<\/h3>\n<p>V\u00f3\u00f3r je proactief contact opneemt met je prospecten, is het cruciaal om eerst inzicht te verkrijgen in de doelstellingen\/KPI&#8217;s (of potenti\u00eble problemen hiermee) van je belangrijkste stakeholders. Denk aan C-level profielen en hun direct reports.<\/p>\n<p>&nbsp;<\/p>\n<h4>Waarom?<\/h4>\n<p>Omdat je pas \u00e9cht relevant kan zijn als je begrijpt wat hen wakker houdt. Zo ben je in staat om hun taal te spreken en win je aan credibiliteit.<\/p>\n<p>&nbsp;<\/p>\n<h4>Voorbeeld<\/h4>\n<p>Laten we als voorbeeld nemen dat je verantwoordelijk bent voor de verkoop van CRM software of andere sales &amp; marketing solutions. Dan kennen we 2 typische key stakeholders:<\/p>\n<ul>\n<li>Chief Sales Officer (CSO)<\/li>\n<li>Chief Marketing Officer (CMO)<\/li>\n<\/ul>\n<h4>\ud83d\udc54 Chief Sales Officer (CSO)<\/h4>\n<p>Doelstellingen\/KPI&#8217;s (of mogelijke issues hiermee):<\/p>\n<ul>\n<li>Kosten van het sales team<\/li>\n<li>Aantal nieuwe klanten<\/li>\n<li>Omzetgroei<\/li>\n<\/ul>\n<p>Mogelijke oorzaken waarom deze niet zijn zoals gewenst:<\/p>\n<ul>\n<li>Te weinig kwalitatieve leads<\/li>\n<li>Lage win ratio<\/li>\n<li>Kleine dealwaarde<\/li>\n<li>Lange sales cycli<\/li>\n<\/ul>\n<h4>\ud83c\udfaf Chief Marketing Officer (CMO)<\/h4>\n<p>Doelstellingen\/KPI&#8217;s (of mogelijke issues hiermee):<\/p>\n<ul>\n<li>Marketingkosten<\/li>\n<li>Aantal kwalitatieve leads<\/li>\n<\/ul>\n<p>Mogelijke oorzaken waarom deze niet zijn zoals gewenst:<\/p>\n<ul>\n<li>Beperkte bekendheid<\/li>\n<li>Imago<\/li>\n<li>Onvoldoende marktinzicht<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>\ud83d\udca1 Hoe beter je deze doelstellingen\/KPI&#8217;s en hun potenti\u00eble uitdagingen hiermee per stakeholder begrijpt, hoe meer je \u00e9cht in dialoog kan gaan. Zo ontdek je veel beter <em>&#8220;the need behind the need&#8221;<\/em> en wordt je sales verhaal veel sterker, alsook je relevantie.<\/p>\n<p>&nbsp;<\/p>\n<p>Enjoy selling!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Wil je meer impact bij het benaderen van je prospecten? V\u00f3\u00f3r je proactief contact opneemt met je prospecten, is het cruciaal om eerst inzicht te verkrijgen in de doelstellingen\/KPI&#8217;s (of potenti\u00eble problemen hiermee) van je belangrijkste stakeholders. Denk aan C-level profielen en hun direct reports. &nbsp; Waarom? Omdat je pas \u00e9cht relevant kan zijn als [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":5142,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-5141","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-algemeen"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Meer impact bij je prospecten - Solution Sellers<\/title>\n<meta name=\"description\" content=\"V\u00f3\u00f3r je proactief contact opneemt met je prospecten, is het cruciaal om eerst inzicht te verkrijgen in hun KPI&#039;s\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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