Sales Prospecting
Track your sales prospects right from the first qualification call
Sales Prospecting
by Priscillia Hanson
1. Next steps
1.1. Send proposal
1.2. Agree follow-up meeting
2. Value Proporsition
2.1. References
2.2. Product Benefits
2.3. Price
3. Other questions to ask
3.1. Infrastructure
3.1.1. Windows
3.1.2. Mac
3.1.3. Mobile Devices
3.1.4. Other tools in use
3.1.5. Copy of Undervisning 21-11-2011
3.1.5.1. Gruppe Arb
3.1.5.1.1. Gruppe arb 1
3.1.5.1.2. Gruppe arb 2
4. Purchasing Status
4.1. for example
4.1.1. "Determining need and requirements"
4.1.2. "Actively evaluating vendors for purchase"
4.1.2.1. competitor 1
4.1.2.2. competitor 2
4.1.2.3. competitor 3
4.1.3. "Not curently evaluating vendors"
4.2. What is the time horizon for your decision?
4.3. Who has the final decistion for this purchase?
4.4. Is there a budget for this purchase?
5. Participants
5.1. Sales Rep
5.1.1. E-Mail
5.1.2. Phone
5.2. Prospect Contact
5.2.1. Function / Job Title
5.2.2. E-Mail
5.2.3. Phone
5.3. Phone conference 20/02/2012
5.3.1. 10:00
6. About Company
6.1. Products
6.2. Company Size
6.2.1. Empolyees
6.2.2. Revenue
6.3. Office Locations
7. Nature
7.1. How did you find us?
7.2. What problems are you trying to solve with our solution?
7.3. What business benefits are you expecting from our solution?
7.4. What is your position in the purchasing process?
7.4.1. for example
7.4.1.1. "I'm the decision maker"
7.4.1.2. "I give recommendations for the decision"
7.4.1.3. "I want to initiate a purchasing process"