Conferencing 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,...
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Conferencing 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, Visual etc…
↓
2.
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?
Do you use conferencing?
Are you the person responsible for conferencing?
What is their contact phone number?
↓
3.
Appointment Setting
No.
of appointments min 10 per wk
Appointment Script
What questions should you ask?
Who do you use for telephone conferencing? E.
g.
: Telstra, AAPT etc
What is the type of service? Pin, PABX etc
How often does your company conference? Daily, weekl
Less