Start (1 know the team (which customers are they working, are there other…
1 know the team
which customers are they working
are there other account executives
Am I sales or HPS?
4 understand the market segment HPS to hit
are there opportunities in the current customer base?
identify profile of existing customers, customer avatar
5 understand current process to identify leads, prospects, opportunities
3 know your customers base
who, where, which type of contracts?
4 understand which tools are used
2 know the company and products
Prospecting (you want to learn about the customer)
2 Call openings
you, me you technique
you, area of interest about the customer
me, expertise that might be helpful
you, customer situation
1 Qualified Leads and referrals
Create killer presentations and proposals
1 start with the customer