FlowQ Sales Operations
Whom you approach, why now, what you say and what came of it. Five stages, one continuous process.
You sell to other companies, and you or your head of sales make the important calls yourselves. Alongside day-to-day business, the groundwork for this is missing. Who is a fit at all? Who has a trigger right now? What goes into the connection request? Who has replied, and what follows from it? Usually one of these steps gets left behind. Then the chain breaks, and sales runs on gut feeling again.
FlowQ Sales Operations takes over this chain as a whole. It has five stages: target market, signal, outreach, conversation, evaluation. We first build each stage for your market. After that, it continues as an ongoing process. What the evaluation shows flows back into target market, signals and outreach. Signalradar is one of these stages, the second.
Your day-to-day, before and after
Before: A list of companies, but no order. Each morning you decide whom to call first. You write the LinkedIn message between two appointments, and the follow-up slips through. Whether an approach has worked, you only know roughly.
After: When you pick up the phone, the companies with a current trigger are ready. For each company there is a call card: who makes the decisions there, why now, how you open. The connection requests are prepared in your own account, and you approve them. For incoming replies, a draft is ready. And you see in black and white which trigger led to conversations and which did not.
The five stages
Stage 1: Target market
Build: We capture the companies in your agreed territory and segment, each with a reason why it fits and with a source. We derive your ideal customer profile from the customers you have already won, not from wishful thinking. This produces a fit score for each company. We load your exclusion list: existing customers, competitors and companies you do not want to approach.
Ongoing operation: New companies are added. We record rejections and exclusions from replies. You see how long your target market will last at the current pace.
You receive: a target market map with a reason and a source for each company.
You do: approve the criteria, provide your exclusion list and your won customers.
Stage 2: Signal (Signalradar)
Build: Together, we define which triggers make your offering urgent and set them up as an ongoing search. This includes a trigger that only your own data can provide. The build ends with the first signal feed.
Ongoing operation: The signal feed brings the new triggers since the last handover, the freshest first. Every trigger carries its evidence and its source.
You receive: companies with a current trigger, evidence and an assessment in relation to your offering.
You do: say which triggers hold up and which do not.
Why a trigger carries more weight than an entry in a list is explained on the page Idea. How the search works in detail is shown on the page Signalradar.
Stage 3: Outreach
Build: We set up a sequence in your LinkedIn account that picks up on the trigger. For the phone, we create a template for the call card. And together we sharpen how your offering sounds in a sentence that fits the trigger.
Ongoing operation: You receive a call list with a call card for each company. Its length depends on how many triggers the market produces, not on a fixed number. For the most important companies, we name several contacts. That way, a no at the switchboard is not the end.
You receive: a call list, call cards and a sequence set up in your account.
You do: approve, send from your own account, make the calls yourself.
Stage 4: Conversation
Build: A conversation guide and a handover rule. The rule defines which reply leads to a call and which to a meeting.
Ongoing operation: For incoming replies, you get a draft response, and you send it. If someone replies positively, we tell you straight away, so the trigger does not go cold.
You receive: the guide, draft responses and the alert when things get serious.
You do: hold the conversations and decide how to proceed.
Stage 5: Evaluation
Build: We set up a measurement chain for your sales team. It tracks every company from contacted through accepted, replied, conversation, meeting and offer to won.
Ongoing operation: A report along this chain, plus a measurement for each signal: which trigger leads to conversations, and which only to politeness? After a win, you receive templates for asking for a referral and for a case study. In a joint review, we decide what changes in target market, triggers and outreach.
You receive: the report, the measurement for each signal and changes with their reasons.
You do: report back the outcome of every conversation and provide closed deals from your CRM.
One example through all five stages
A manufacturer of industrial doors and loading technology sells to logistics and production businesses. The target market contains the suitable businesses in its territory. Then the signal feed shows a company with two triggers at once: it has applied for planning permission for a new hall and is looking for a manager for the new site. On its own, each trigger is a weak hint. Together they say: something is being built here, and soon someone will decide on the equipment. The call card picks up on the building project and names the management and the technical director as contacts. The connection request goes out from the manufacturer’s account, and the call comes from the manufacturer itself. If the technical director replies positively, the alert comes straight away. The evaluation then shows whether this combination leads to conversations more often than planning permission alone. The search is then weighted accordingly.
Who does what
FlowQ: research, target market, signals, call lists, call cards, templates, setting up the sequence in your account, draft responses, measurement and reporting.
You: send from your own account, make the calls yourself, hold the conversations and decide who is approached.
Why this division? Your future customers hear from you, under your name, and not from an agency. FlowQ sends nothing on your behalf. A question you can ask any provider: under whose name does the message reach my customer, and who presses send?
What you contribute
The process only learns from what you feed back. That is why we need the following from you:
- your own LinkedIn account with a sales licence, under your contract
- your exclusion list
- an export from your CRM: past customers for the signal search and, later, closed deals for the evaluation
- brief feedback on the outcome of every conversation
- a person in-house who makes the calls and holds the conversations
Coordination happens mostly in writing. Joint meetings take place at the kick-off, at the interim review and on the question of how to proceed.
Signalradar and Sales Operations
Signalradar is stage 2 of Sales Operations. It answers one question: where is something moving right now? Sales Operations covers the whole chain, from the right market to the question of what came of the outreach.
Signalradar on its own fits if you first want to check whether your market shows its buying triggers publicly at all. Or if you already have outreach and follow-up well in hand and only the right timing is missing. The way in is the Signal Pilot: strategy, building the search, first results.
Sales Operations fits if you or your head of sales make the calls and write the messages yourselves, if the bottleneck is not just finding but the whole groundwork, and if every new customer you win is worth a great deal to you.
Many start with Signalradar. If the triggers hold up, Sales Operations is the next step.
What is not included
- no cold e-mails and no InMails as a cold channel
- no website visitor identification, no inbound, no events
- no mass outreach
- no concept consulting without implementation
- not for companies without their own person who makes the calls and holds the conversations
- no promise of meetings or revenue
Let’s see which stages you are missing.
In the orientation call, we clarify how your sales team works today, whether your market shows triggers and whether Sales Operations is the right fit or Signalradar first.
Book an orientation call