Marketing Alternatives

Subject: Pre Sales Process

1. Prospecting

a. Identifying the right vertical

i. Following the instructions from management

1. Working with leads in the CRM SFDC / ZOHO

2. Getting lists of the exhibitions, conferences we’re attending

ii. Staying abreast with the news

iii. Identifying new verticals

1. Sourcing

2. Working with social media

a. LinkedIn

b. Lexus-Nexus

c. Hoovers

d. Monster.com

e. CareerBuilder.com

iv. Understanding existing clients

b. Lead Creation/Generation

i. Creating the lead in CRM

ii. Cold calls

iii. Cold Emails

iv. Thread replies

v. Getting referrals
c. ID the right POC

d. Identifying the services we can offer

e. Following up to get the appointment

2. Appointment

a. Ensuring that the prospect understands our services

b. Ensuring that they have seen our website

c. Sending the Agenda of the call

d. Doing a white paper on the company and the personal and emailing it onshore
office

i. Getting information from Hoovers and other sources

ii. Checking Ripp-Off report

iii. Checking with Better Business Bureau

iv. Identifying who there competitors are

e. Converting all existing leads in the CRM to an account

f. Executing the appointment

g. Taking notes

h. Discussion with onshore office after appointment execution

i. Sending Thank you email after the appointment

j. Establishing the next steps

3. Post Appointment Follow-up

a. Following up as per the discussion in the appointment

b. Staying in touch with the prospect using excuses like:

i. Greetings emails

ii. Industry Updates

iii. Company Updates

1. Newsletter

2. New Facility updates

3. Pictures

4. New inductions etc.

iv. Birthdays

v. Looking for changes in their company

c. Setting up in person meetings

i. Helping with creating presentations for in-person meetings

ii. Virtually attending and supporting in-person meetings

d. Getting their commitment for a proposal

i. Going through the vendor profiling requirements

ii. Becoming a preferred vendor

iii. Etc.

e. Getting the final go-ahead to work on the proposal

i. RFQ

ii. RFP

iii. Getting the final date to submit the proposal

iv. Writing the proposal

4. Proposal Submission

a. Working with different departments within the company to get the required
information for the proposal

b. Doing research on for the proposal

i. Forecasting

ii. Risk analysis etc.

c. Finishing writing the proposal

d. Getting the proposal approved by the Onshore Office

e. Submitting the proposal

i. Electronically

ii. On the web

iii. Through Physical Mailing

5. Climax

a. Waiting for a yes or no

b. Final Presentations

c. Rates negotiations

d. Implementation Plan

e. Offshore Executions

Furthermore, below please find the suggested commission structure for the process
above:

Commission
Stage Name
BDA Director

Appointment $75 $25

Post Appointment -
$150 $75
Qualified Follow Up

Proposal Submission $250 $150

Account Landing $500 $250