1. Target definition
1.1. Product definition
1.1.1. Ideal customer profile definition
1.1.1.1. Lead generation & prospecting
1.1.1.1.1. Leads databases
1.1.1.1.2. Leads research & prospecting
1.1.1.1.3. Referrals
1.1.1.1.4. Look alike people research
2. Offline sales
2.1. Lead generation
2.2. Presentation materials
2.2.1. Company presentation
2.2.2. Product presentation
2.2.3. Case study
2.3. Multi-channel set-up
2.3.1. Handover to online
2.4. Reporting
3. Work in progress
4. CRM Integration
4.1. CRM Selection
4.2. CRM Configuration
4.3. Data population
4.4. Sales pipeline definition
4.5. Reports set-up
4.6. Training
4.6.1. Team training
4.6.1.1. Sales concepts – establishing the base information of the sales process
4.6.1.1.1. Identifying the needs and opportunities
4.6.1.1.2. Characteristics and advantages
4.6.1.1.3. Correct sales sequences -or the Blind Archer Syndrome
4.6.1.1.4. Treating the objections of the clients
4.6.1.1.5. Concepts and techniques of “Closing the deals”
4.6.1.2. Listening and interrogations techniques
4.6.1.2.1. Effective listening
4.6.1.2.2. Interrogation techniques
4.6.1.2.3. OPEN Model
4.6.1.3. Sell with Style
4.6.1.3.1. Prospect/Clients typology
4.6.1.4. Negotiate to WIN
4.6.1.4.1. Levels of negotiation
4.6.1.4.2. Force reports in negotiation
4.6.1.4.3. Negotiation results
4.6.1.4.4. Tactics and countertactics in negotiation
4.6.1.4.5. Success / Success strategies
4.6.1.5. Be the BEST – how to sell with competition breathing on your back
4.6.2. Handbook
5. Done/Executing
6. TO DO
7. Non Operational
8. Semi-operational
9. Product definition & Unique positioning
9.1. Product definiton as a framework/system that delivers a given result
9.1.1. Framework definition
9.1.2. Outcome definition
9.1.3. Packaging
9.2. Intro offer definition
9.2.1. Value definition
9.2.2. Packaging & sales script
10. Target definition
10.1. Ideal Customer Profile
10.1.1. Messaging & marketing approach
10.1.1.1. Assets generation
10.1.1.2. Sales script generation
10.2. Lead databases to find the ICP
11. Outbound Sales
11.1. Proprietary leads database creation
11.1.1. Database enrichment
11.2. Engagement (Multi Channel)
11.2.1. Nurturing
11.2.1.1. Relationship Development
11.2.1.1.1. Selling
11.2.2. Email sequences
11.2.2.1. Definition
11.2.2.2. Database creation
11.2.2.3. Campaign start
11.2.2.3.1. Campaign monitoring
11.2.2.3.2. Campaign report (weekly)
11.3. Tools implementation
11.3.1. Task automation
11.3.1.1. LemList
11.3.1.2. IFTTT
11.3.2. Task tracking
11.3.2.1. LemList
11.3.2.2. Google Sheets
11.3.3. Reporting
11.3.3.1. Google Sheets
11.3.4. Data enrichment
11.3.4.1. DropContact
11.3.4.2. LinkedIN
12. Inbound sales
12.1. Website development
12.1.1. Website optimisation
12.1.1.1. Traffic generation
12.1.1.1.1. Lead capturing
12.1.1.1.2. Lead manget implementation
12.1.1.1.3. Product landing page
12.1.2. Analytics implementation
12.1.2.1. KPI Definition
12.1.2.1.1. KPI Tracking & Reporting