Sales Process Overview

 

Retainer Clients

 

Setup (Market Driver & Client)

         Fill out target business map outlines (including interviews with current/past customers)

 

Prospecting (Market Driver)

         Market Driver calls target businesses to establish contact and begin fleshing out information in target business map:

  • Deliver positioning statement
  • Obtain email addresses/direct extensions & voice mailboxes
  • Open relationships with Information Allies
    • Obtain responses to key questions
  • Open relationships with Influencers
    • Obtain responses to key questions
  • Open relationships with Decision Makers
    • Obtain responses to key questions

         Market Driver delivers regular reports to the client containing updated information in the target business map and sets face-to-face meetings with key contacts as possible to be attended by Market Driver and the Client

 

Client Face-to-Face Meeting or Phone Meeting (Market Driver & Client)

         Market Driver and the Client meet with key contacts and continue fleshing out information in target business map in particular the Implicit Need Implications section of target business map

 

Proposal (Market Driver & Client)

         Market Driver and the Client summarize Implicit Need Implications and suggests Explicit Need in a Proposal to the prospect

 

Proposal Follow-Up & Closing (Market Driver & Client)

         Market Driver & the Client identify Budget/Constraints/Decision Process associated with the Proposal and close for a sale

 

Continuing Follow-Up (Market Driver & Client)

         As relevant, Market Driver works together with the Client to continue fleshing out information in the target business map