Sales Prospecting

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Sales Prospecting by Mind Map: Sales Prospecting

1. Other questions to ask

1.1. Infrastructure

1.1.1. Windows

1.1.2. Mac

1.1.3. Mobile Devices

1.1.4. Other tools in use

2. Participants

2.1. Sales Rep

2.1.1. E-Mail

2.1.2. Phone

2.2. Prospect Contact

2.2.1. Function / Job Title

2.2.2. E-Mail

2.2.3. Phone

2.3. Phone conference 20/07/2018

2.3.1. 10:00

3. About Company

3.1. Products

3.2. Company Size

3.2.1. Empolyees

3.2.2. Revenue

3.3. Office Locations

4. Nature of inquiry

4.1. How did you find us?

4.2. What problems are you trying to solve with our solution?

4.3. What business benefits are you expecting from our solution?

4.4. What is your position in the purchasing process?

4.4.1. for example

4.4.1.1. "I'm the decision maker"

4.4.1.2. "I give recommendations for the decision"

4.4.1.3. "I want to initiate a purchasing process"

5. Value Proporsition

5.1. References

5.2. Product Benefits

5.3. Price

6. Purchasing Status

6.1. for example

6.1.1. "Determining need and requirements"

6.1.2. "Actively evaluating vendors for purchase"

6.1.2.1. competitor 1

6.1.2.2. competitor 2

6.1.2.3. competitor 3

6.1.3. "Not curently evaluating vendors"

6.2. What is the time horizon for your decision?

6.3. Who has the final decistion for this purchase?

6.4. Is there a budget for this purchase?

7. Next steps

7.1. Send proposal

7.2. Agree follow-up meeting