Sales Process
Sales Process
Section titled “Sales Process”The WillDom sales process follows a structured sequence that guides opportunities from initial market identification to signed client engagements.
1. ICP Definition
Section titled “1. ICP Definition”The first step is defining the Ideal Customer Profile (ICP) for each branch, vertical, or solution area.
ICP definition helps focus sales efforts on organizations where WillDom’s transformation capabilities create the most value.
Typical ICP criteria include:
- Industry sector
- Company size
- Geographic presence
- Digital maturity
- Operational complexity
- Transformation readiness
Clear ICP definitions ensure that sales efforts focus on high-probability transformation opportunities.
2. Account Targeting
Section titled “2. Account Targeting”Once the ICP is defined, branches identify specific companies that match the target profile.
Account targeting involves building a list of strategic organizations where the ecosystem can create value.
This step may include:
- Identifying decision-makers and stakeholders
- Analyzing the company’s strategic priorities
- Mapping potential transformation opportunities
The goal is to develop a prioritized list of accounts where proactive engagement can generate opportunities.
3. Outreach
Section titled “3. Outreach”Outreach initiates the first contact with target accounts.
This stage focuses on establishing relevant and meaningful conversations with decision-makers.
Outreach channels may include:
- LinkedIn engagement
- Warm introductions
- Direct outreach messages
- Industry events and conferences
- Partner introductions
Effective outreach emphasizes business value and transformation opportunities rather than generic service offerings.
4. Discovery
Section titled “4. Discovery”Discovery is the stage where the sales team works with the client to understand their business challenges and identify transformation opportunities.
Key objectives of discovery include:
- Understanding the client’s business model
- Identifying operational pain points
- Evaluating current technology architecture
- Exploring opportunities for AI and automation
The goal is to determine whether there is a meaningful transformation initiative that the ecosystem can address.
5. Solution Design
Section titled “5. Solution Design”Once a relevant opportunity is identified, the ecosystem collaborates to design a solution tailored to the client’s needs.
This stage typically involves:
- Technical experts
- Solution architects
- Vertical leaders
- Ecosystem partners
Solution design defines:
- The transformation approach
- The technology architecture
- The delivery structure
- The expected business outcomes
This step ensures that the proposal is grounded in both technical feasibility and business impact.
6. Proposal
Section titled “6. Proposal”The proposal formalizes the transformation initiative and defines the scope of engagement.
Typical proposal elements include:
- Business objectives and transformation goals
- Solution architecture
- Delivery roadmap
- Team structure
- Commercial terms
Proposals should clearly communicate the value the client will receive and the outcomes the solution will enable.
7. Closing
Section titled “7. Closing”Closing involves finalizing commercial agreements and preparing for delivery.
This stage includes:
- Contract negotiation
- Scope confirmation
- Project kickoff preparation
Once the agreement is signed, the opportunity transitions into the delivery phase of the ecosystem transaction model.
Sales & Delivery Collaboration (RACI Model)
Section titled “Sales & Delivery Collaboration (RACI Model)”Within the WillDom ecosystem, the commercial lifecycle of a client engagement follows a clear collaboration model between Sales and Delivery.
Sales is primarily responsible for opening accounts and generating new client opportunities. This includes identifying target accounts, initiating relationships, leading the discovery process, and structuring the initial transformation engagement.
Once an engagement is signed and the delivery phase begins, Delivery plays a central role in expanding the relationship. Through close interaction with the client, Delivery teams identify opportunities for:
- Solution expansion
- Additional transformation initiatives
- Upselling and cross-selling ecosystem capabilities
This collaboration model ensures that Sales focuses on opening new strategic opportunities, while Delivery drives long-term account growth and client value creation.
Together, this structure enables the ecosystem to build multi-year relationships with clients and continuously expand the scope of transformation programs.
Sales Frameworks
Section titled “Sales Frameworks”The Sales Engine incorporates several structured frameworks to ensure consistent opportunity qualification and development.
MEDDIC
Section titled “MEDDIC”MEDDIC is used to qualify complex enterprise opportunities.
It evaluates:
- Metrics — measurable business impact
- Economic Buyer — the decision-maker with budget authority
- Decision Criteria — how the client evaluates solutions
- Decision Process — the internal steps to approve a purchase
- Identify Pain — the core business problem driving the need
- Champion — the internal advocate supporting the engagement
Account Planning (ABM)
Section titled “Account Planning (ABM)”Account-Based Marketing (ABM) focuses resources on a defined set of strategic target accounts, ensuring that sales efforts are coordinated and personalized for high-value organizations.