CRM, lead flow and sales techniques · Inbound selling: explore
Keep the buyer's real problems in one library and ask from it.
A challenge library lists the five to eight problems each type of buyer says they have, in their own words, each linked to the goal it blocks. A question bank turns the library into prompts for first calls and renewal calls. The page ends in a library per persona and a short question list.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A challenge library lists the five to eight problems each type of buyer says they have, in their own words, each linked to the goal it blocks. A question bank turns the library into prompts for first calls and renewal calls. The page ends in a library per persona and a short question list.
A security-services company in Delhi sells guards to housing societies. The secretary of a society in Dwarka never says "we need manpower". The secretary says the guard sleeps at the gate, the register is not kept, and residents complain on the WhatsApp group. Those three sentences are the library. The sales pitch about trained manpower is not.
To build it, read your won deals and support tickets, and ask five recent customers what made them look for you and when they decided to solve it. For each persona write the top five to eight problems in their own words, with a rough note of how often each appears, the goal it blocks, and whether solving it makes money, saves money or avoids a risk.
The question bank is the second sheet. Choose ten to fifteen questions from four groups: opening questions, questions on the current setup, questions about what a fix is worth, and questions for existing customers before a renewal. Reword each in your buyers' language, so a facilities manager and a society secretary hear different sentences.
The sales head owns both with help from the best rep and whoever answers support calls. They replace the questions every rep invents. The exploratory call rubric page uses the library at the challenge step.
Where this sits
Topic 5 of 13 in crm, lead flow and sales techniques: inbound selling: explore. Learning the buyer's situation.
- The topic before
- Inbound selling: connect
- The topic after
- Inbound selling: advise
If you want this done for you
Ask customers directly instead of assuming you already know what they need.
The work
What this is actually like.
“Support tickets are a library you already own”
The complaints your delivery or support team logs are the problems your customers actually have. Sit with the support lead for an hour and copy the phrases. They are better than anything a brainstorm in a meeting room produces.
“Prompt with what others say”
"A few societies tell me the night guard is the weak link. Is that happening at yours?" lets the buyer agree without confessing. A direct "what is your problem?" gets "nothing".
“Link every challenge to a goal”
A problem with no goal behind it is a complaint, not a sale. Link each challenge to the number it holds back: complaints per month, rupees lost, hours spent. Without that link the buyer will not rank it above everything else on the desk.
“The renewal question you ask before the date”
In an annual maintenance contract the useful call is two months before expiry, not on the day. Ask how the service has been, what has gone wrong, and what changed. Ask whether they are ready to renew only when those answers are good.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The source review
Notes from won deals and support tickets, plus five customer conversations about what made them start looking. The sales head fills it, with the support lead.
Result: Finished when each challenge on the library traces back to a ticket, a deal or a customer's remark.
The challenge library
One sheet per persona. Columns: challenge in the buyer's words, how often it appears, the goal it blocks, whether the value is making money, saving money or avoiding risk.
Result: Finished when each persona has five to eight rows and no row is written in your own jargon.
The prompt cards
One line per challenge in the form of a statement you have heard from others, followed by a question asking whether it applies. Printed on a card for the desk.
Result: Finished when a rep can use a card on a live call without sounding scripted.
The question bank
Ten to fifteen questions in four groups, with a column for the buyer's language and a column for where each is used: first call, needs analysis or renewal. Added to the CRM as call prompts.
Result: Finished when the usage log shows each question asked on at least one real call.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How many challenges per persona is right?
Do I write the library in English?
How does this help with renewals?
When is the library out of date?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of inbound selling: explore
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.