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Management SYDNEY (Fracture point mapping (Leads preparation (Numbers,…
Management SYDNEY
Fracture point mapping
Leads preparation
Numbers
Emails
Right # of right people
Lead Quantity
Hooks
VP (on point)
VP Delivery
Gate keeper
ECO
Transition (In Principle)
Tee - Up
Questioning
Situational fluency
VLM
Closing / Disengage & Set up CB
Severity Testing
ROT
CB
Negotiation
Understanding and explanation of offering/Dream game matching
Use of Urgency
LCO
Call Control
Product
Insufficient call times/Phone effort
failure to Qualify DM
Failure to qualify AQ
Opportunity spotting
Transference of feeling
Controlling the decision
Close of sale
Agenda
'Feedback'
Timing
Non DM
DC
Cont vs advancement
Have a list of ambitions
Observation
#
No one taking responsibility
Owning team KPIs
Out of sign out of/mind
VP Vendor facing
Tape training regime
Lead research