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Sales Prospecting Process (a) Contact Established/ Reached (e) ... they…
Sales Prospecting Process
a) Contact Established/
Reached
b) ... only print very seldom and in small quantity
-> Put the Lead on lost ("Print Little")
c) ...no outsourcing and only using of office printer
-> Put the Lead on lost ("In-House Printing")
e) ... they get all printing materials from their HQ
-> Verify where HQ is
If HQ is in other countries, Lost - Other
If HQ is in Malaysia or Thailand, forwards the deal details to Manager
d) they don't speak English
-> Ask for someone who can speak on PIC's behalf
If someone can speak for PIC, proceed with getting requirements
If no one can speak for PIC -> Put the lead on lost ("Can't speak English")
g) ...no complete specs of requirement :
-> Get name, email and when to call back to speak to the PIC : update in Pipedrive, Move deal to "Discovery Done",
Set a 1st follow up
1st Follow-Up
-> Still no answer
->
Set 2nd Follow-Up
2nd Follow-Up
-> Still no answer ->
Set 3rd Follow-Up
IF PIC is still not available ->
Put the Lead on "Can't reach"
PIC now reached
at the 3rd Follow-Up
-> Back to Step 2
PIC now reached at the 2nd Follow-Up
-> Back to Step 2
PIC now reached at the 1st Follow-Up
-> Back to Step 2
a) ... not interested
-> Put the Lead on lost ("Cannot convince")
h) ... got new requirement
-> Create Activity > Discovery(+) > Paste filled Discovery Table > Paste filled Quotation Table > Won deal > Create duplicate deal > Assigned duplicate deal ownership to Manager.
f) ...not available/busy
-> Get name, email and time to call back, Pipedrive update, Move deal to "Contact Identified",
Set 1st follow up
1st Follow-Up
->
Still no answer ->
Set 2nd Follow-Up
2nd Follow-Up
-> Still no answer ->
Set 3rd Follow-Up
IF PIC is still not available ->
Put the Lead on "Can't reach"
PIC now reached at the 3rd Follow-Up
-> Back to Step 2
PIC now reached
at the 2nd Follow-Up
-> Back to Step 2
PIC now reached at the 1st Follow-Up
-> Back to Step 2
c)
Wrong Number
-> Put the Lead on "
Lost
"
b)
No Answer or Voicemail
-> Set
1st Follow-Up
2. PIC reached, but...
3. 1st
Follow-Up
3. 1st
Follow-Up
4. 2nd
Follow-Up
4. 2nd
Follow-Up
5. 3rd
Follow-Up
5. 3rd
Follow-Up