BEST PRACTICES GUIDE: Nimble Storage Best Practices for Microsoft
Prospecting Best Practices
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Transcript of Prospecting Best Practices
Prospecting Best Practices
Data Mining: Annual Report, Contact Us, Find Locations; I.D. C-Level Executives
Knowledge is Key: Research Social Media, Yahoo/Google Finance.
Seek prospect accomplishments, magazine articles to reference.
Know prospects competition (Pro’s & Con’s)
Copy & paste info into spreadsheet or word file & build mapping .
Prospect Data Mining
Old fashioned detective work…
Call main phone switch ask for various C level or VP level people in IT.
Engage Gatekeeper: Don’t waste time on Gatekeeper.
Act Lost: Use automated directory get through to any departments to get transferred; Phone systems typically use *8, *0 or 0 to get back to the directory.
Purposely dial one number up or down from the extension you are looking for and ask for the person you intend on contacting.
Rules of Engagement
Hi, this is (Name) with Intelligent Automation. We are
a NJ based Automation & Networking systems integrator.
We assist companies by integrating best of bread solutions
for building Automation, Media Centers, Security &
Surveillance & Network Services. Our team members have
and average of 20 years of experience in the industry
designing & building enterprise IT solutions. We would like
to schedule a brief conversation so we can discuss your 2013
initiatives, introduce our company & see if there is fit.
Which is better for you, Tuesday at 3pm or Thursday at
10am.
Cold Calling Introduction
Qualify decision makers & directors of IT, email address, extensions.
Send email meeting invitation, re-cap conversation in body of email, suggest alternate date “if that is not convenient”.
Attach product line of interest information.
Schedule dual reminder on meeting.
Confirmation
Sample Mapping Results
Assessment
Strategic Customer Profile
Name Date
Address Account Executive
Services Requested Security Audio Lighting VirtualSolutions Other Active Customer Yes/No
Yes/No Yes/No Yes/No Yes/No Yes/No Target Account Yes/No
OTHER: Business Sector
Current Vendors IA Account Number:
Contact: Title: Phone
Email: Fax
Additional Contacts DM CEO
CFOCOOSecretarySpouseChildrenPresidentDean
Payment Terms (Days)
PRODUCTS PRESENTED NOTES QUOTE
Adtran
Saltos
Visio
Aruba Wireless
Ubiquities
Client Concerns
Sales Cycle
Strategy
Relationship Management