1. The How
1.1. 2 Partner/Vendor Meetings Each Week
1.1.1. Existing & New
1.1.1.1. Core Business Competencies
1.1.1.1.1. Products and Services
1.1.1.1.2. Align with LP
1.1.1.2. Vendors
1.1.1.2.1. Potential Business Relationships
1.1.1.3. Prospects
1.1.1.3.1. Align with LP Products
1.1.1.4. Customers
1.1.1.4.1. Potential Prospects
1.1.1.4.2. Vertical Alignment with LP Products & Customers Success
1.2. Prospecting
1.2.1. 200 Emails Each Week
1.2.1.1. Existing Email List
1.2.1.2. Research Un-known Email Addresses For Existing Prospects
1.2.1.3. Research Email Addresses for New Prospects
1.2.2. 50 Telemarketing Calls Each Week
1.2.2.1. New Influencers
1.2.3. Stop-By's
1.2.3.1. Hard to Reach Prospects
1.2.3.2. Non Responding Prospects
1.3. Upsell Existing LP Customers
1.3.1. 2 Customer Visits Each Week
1.3.1.1. Re-Visit Business & Objectives
1.3.1.1.1. Locations
1.3.1.1.2. Core Business Competencies
1.3.1.1.3. Business Drivers/ New Applications
1.3.1.1.4. Existing Voice & IT Services
1.3.1.1.5. Decision Process
1.3.1.1.6. Budget
1.3.1.1.7. Customers
1.3.1.1.8. Vendors
1.3.1.1.9. Leave With Strategy
1.4. New Meeting Strategy
1.4.1. Locations
1.4.1.1. Business Function
1.4.1.2. Employees
1.4.1.3. LP Footpint
1.4.2. Core Business Competencies
1.4.2.1. Products and Services
1.4.2.1.1. Strengths
1.4.2.1.2. Weaknesses
1.4.2.1.3. Differentiators
1.4.2.1.4. Competition
1.4.2.2. Align with LP
1.4.2.2.1. Connect with Stories
1.4.3. Business Drivers/ New Applications
1.4.3.1. What & Why
1.4.3.1.1. Align with LP Capabilities
1.4.3.2. Plan for Future
1.4.3.2.1. Growth
1.4.3.2.2. Scalability
1.4.3.2.3. Moves, Adds, Changes, Capabilities
1.4.4. Existing Voice & IT Services
1.4.4.1. Vendors
1.4.4.2. Contracts
1.4.4.3. Likes
1.4.4.3.1. What & Why
1.4.4.4. Dis-likes
1.4.4.4.1. What & Why
1.4.4.5. Challenges
1.4.4.5.1. What & Why
1.4.4.6. Wish List
1.4.4.6.1. What & Why
1.4.4.7. Cost
1.4.5. Decision Process
1.4.5.1. Decision Makers
1.4.5.1.1. Roles/Responsibilities
1.4.5.1.2. Wish List
1.4.5.1.3. Challenges
1.4.5.2. Other Key Influencers
1.4.5.2.1. Roles/Responsibilities
1.4.5.2.2. Wish List
1.4.5.2.3. Challenges
1.4.5.3. Decision Time-line
1.4.5.3.1. Impact if Missed
1.4.6. Budget
1.4.6.1. Dollars
1.4.6.2. Flexibility
1.4.7. Customers
1.4.7.1. Potential Suspects/Prospects
1.4.7.2. Vertical Alignment with LP Customers Success
1.4.8. Vendors
1.4.8.1. Potential Business Relationships
1.4.9. Leave With Strategy
1.4.9.1. Expectations
1.4.9.2. Schedule Follow-Up Meeting
1.5. Personal Investment
1.5.1. Industry Knowledge
1.5.1.1. Research
1.5.1.1.1. Online
1.5.1.1.2. Hobbies
1.5.1.2. Vendor Relationships
1.5.1.2.1. Market Drivers
1.5.1.3. Customer Input
1.5.1.3.1. Best Practices
1.5.1.3.2. Trials & Tribulations
1.5.2. Process Automation
1.5.2.1. Salesforce
1.5.2.2. Team Reports