1. Find buying signals

Empower BDRs with Stotles tools to identify and act on relevant buying signals. Utilise dynamic dashboards, contract expiries, and pre-tender notices to engage public sector buyers early and optimise lead management.

Once you’ve finished optimising your signal settings, there are a few tools in Stotles designed to surface relevant buying signals for you.

• Relevant buyers

  • A dynamic dashboard of public sector buyers who are talking about the signals that matter to you; use the filters to refine the list to your territory then click on the data in the table to explore the opportunity in more depth.

  • Action: When you find a buyer you want to explore in more detail, save the buyer to a custom Saved buyers list.

   

• Upcoming contract expiries

  • Expiring contracts can be a great indicator of future opportunities, often offering insight into when a relevant tender might come to market, on incumbent suppliers and current spend on key services.

  • Using the Upcoming contract expiries view as a base, filter opportunities by theme using keyword signals, or explore your competitive landscape using Competitor signals.

  • Collaboration tools in Stotles can help you to manage your progress:

    • Use the qualification tool to manage leads status in Stotles:

      • Follow up - this opportunity is of interest but needs further investigation

      • Qualified - this is an opportunity you definitely want to progress

      • Not relevant - this isn’t something you want to progress so it should be hidden from your view

    • Share the notice with relevant parties via email - for example, colleagues not in Stotles, or external partners

    • Assign the notice to yourself or a colleague - this will make it easier to collaborate around an opportunity, and to find it again in your feed in future

    • Leave a comment for yourself or others, for example detailing the next steps and who is responsible

  • Action: Where you see a good opportunity that you want to explore in more depth, save the buyer to a custom Saved buyers list.

   

• Buyer documents

  • Buyers will often refer to future spending priorities in corporate documents, like annual reports and budget documents, that should be considered strong buying signals for you.

  • Navigate to a buyer profile in Stotles to access the Documents tab; here Stotles will surface the most relevant documents for you to review, based on matches to your signal settings.

  • Action: When you find an opportunity worth exploring in more depth, save the buyer to a custom Saved buyers list.

   

• Pre-tender notices

  • Pre-tenders (a.k.a. prior information notices, PINs or market engagement notices) are a signal from buyers that they (i) are considering procuring a product and / or service, and (ii) that they want suppliers like you to help them shape their approach.

  • Using the Open opportunities view as a base, filter to only show Pre-tenders associated with your signals to identify opportunities to engage with prospective buyers early in their decision making process.

  • You can now use the same collaboration tools mentioned above to qualify, share, assign and comment on individual notices.

  • Action: When you find a pre-tender you want to follow up on, save the buyer to a custom Saved buyers list.