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