| Sales Environment I sell to |
| 1. My target Prospect are |
Corporate/Large Comm/Industriial
Medium Business
Small Business
Homeowners in home
Showroom/Retail |
8.The product servcie requires |
Sell, Install and maintain
Sell and install
Sell and service
Sell, Service additional
Sell once and move on |
| 2. Relationship Level |
'C' Suite or Governance
General or Middle Management
Product Manager
Operational /functional Roles |
9. Communication Method |
In person group meeting/presenation
In person multiple meetings/presentations
In person Single meeting/presentation
By phone
Email or online |
| 3. Type of customer |
Partner Organisation
Dealer representing
Multi-level
Direct to Decison maker |
10. Value of sale |
$100,00 +
$50,000 - $100,000
$10,000 -$50,000
Under $10,000
Under $2,000 |
| 4. Act oc Contact |
Telemarketing/outbound contact
Outbound physical visits no appointment
Appointment known prospect
Response to enquiry |
11. Role |
100% Hunter / 0% Acount Management
80% Hunter / 20% Acount Management
50% Hunter / 50% Acount Management
20% Hunter / 80% Acount Management
0% Hunter / 100% Acount Management |
| 5.My Sell Cycle |
Generally one call close
Generally one week +
Gnerally one month +
Gnerally 6 months +
Gnerally one year + |
12.Offer |
Presentations, Demonstrations Multiple DM
Presentations, Demonstrations Single DM
Quotation/Proposals
Price tag |
| 6. Leads followed up |
100% cold
80% cold/20% qualified
50% cold/50% qualified
20% cold/80% qualified
5% cold/95% qualified |
13. Confirmation |
Contract signature
Deposit
Receipt of order
Verbal acceptance/Hand shake
Cash and carry |
| 7.Product/service is |
Highly Technical
Somewhat technical
Technical but easily understood
It does what it says on the box
What you see is what you get |
14.Cadence |
Colaborative/
Long term consultative
Regular call cycle
One call close |
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