Building a sales prospecting process

Agenda• What is Dartamon Consulting?

• Discovering the prospecting process

• Interviewing vendors• Prospecting techniques

• Interviewing customers

• Cold calling experiment

• Prospecting for leads online

• Partnerships

• ROI

Vendor Interview Process

•Prospecting techniques

•Sales process details

•Qualifying clients

CRM WOM Emails Networking/Conferences

• Trade shows • Emails, cold calling,

referrals. • Partnership channels

are strong in the software industry

Prospecting Techniques

Prospecting

Leveraging yournetwork

Adminstration

Prospecting Time Management

Gut feeling…Qualifying

Customer Research

Cold Call Application

Cold Calling Results

5937

15

2

Voicemail Junk Lead Gatekeeper Conversion

Conversion= 2/150

Application - Online

Ben (Behrooz) Zayandehroudi | 604-354-1400

• Be Your Own Brand

• Be Accessible

• Be Personal

Application - Partnerships• Find other organizations that could use you

• Subcontracting

• Technology vendors

• Business service vendors

• Use them as leverage

ROI and ResultsChannel Name Time invested Cost Prospects found Cost per prospect

Cold calling 1 hr $15 2 30 min + $7.50

Google Adwords 2 hrs $792 0 Infinite

Bing Ads 2 hrs $100.8 0 Infinite

LinkedIn Ads 1 hr $50 1 $50 + 1 hr

Networking 20 hrs $200 15 1.3 hr + $13.3

Partnerships 5 hrs $500 3 1.67 hr + $167

Conclusions and Recommendations• Starring Dmitri Artamonov, Nimita Mittra, Trevor Georgie

• Questions, limericks, off-color jokes?