Document Delivery Sales Process
What is the start of the Sales process?
↓
1.
Lead Generation (suspects)
What do you want to know?
Company Name + Phone No.
How many leads should you collect?
No.
of leads 500+ (thousands)
Where can you find Leads?
Yellow...
More
Document Delivery Sales Process
What is the start of the Sales process?
↓
1.
Lead Generation (suspects)
What do you want to know?
Company Name + Phone No.
How many leads should you collect?
No.
of leads 500+ (thousands)
Where can you find Leads?
Yellow Pages, Web Sites (Google, Ask Jeeves, Hoovers, City Search, ASX)
Newspapers, Dun & Bradstreet List (Refer to your local Mgr) URL: http://incnetonline.
com.
au,
Electronic publications, Visual etc…
↓
Profiling
No.
of profiles 300 + at all times
Collect this information and enter this in NetSuite
What do you need before you can profile?
Profile Script
What questions should you ask?
Does your company send and receive faxes?
Who is the person responsible for managing all fax communications?
What is their contact phone number?
↓
2.
Appointment Setting
No.
of appointments min 10 per wk
Appointment Script
What questions should you ask?
How do you communicate business information (e.
g.
- P/O Confirmations, Statements, Invoices, etc?)
To
Less
