Deterministicsolutions1

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  • Deterministicsolutions1

    1. 1. Deterministic Solutions Presales & Postsales support
    2. 2. Agenda <ul><li>Sales Activity Generation </li></ul><ul><li>Account Retention Activities </li></ul><ul><li>Personal Background </li></ul>
    3. 3. Overview – Sales Activity Generation <ul><li>New Lead generation </li></ul><ul><ul><li>Company profiling </li></ul></ul><ul><ul><li>Entry point identification </li></ul></ul><ul><li>Initial contact </li></ul><ul><ul><li>Fact finding call </li></ul></ul><ul><ul><li>Email follow up </li></ul></ul><ul><li>Account Manager handoff </li></ul>
    4. 4. Overview – Account retention <ul><li>Customer Quality Assurance </li></ul><ul><li>Semi-annual company record’s update </li></ul><ul><li>Annual renewal notices </li></ul><ul><li>Additional opportunities – Account Manager handoff </li></ul>
    5. 5. Company Profiling <ul><li>Management team </li></ul><ul><li>Product relevance </li></ul><ul><li>Corporate Revenue </li></ul><ul><li>Public filings </li></ul><ul><li>Press releases </li></ul><ul><li>New Hire Openings </li></ul><ul><li>Corporate newsletters </li></ul>
    6. 6. Entrypoint Identification <ul><li>Multiple targets </li></ul><ul><ul><li>VP & Executive </li></ul></ul><ul><ul><li>Director </li></ul></ul><ul><ul><li>Line Manager </li></ul></ul><ul><ul><li>Engineers </li></ul></ul><ul><ul><li>Administrative </li></ul></ul>
    7. 7. Initial Contact <ul><li>Fact finding call </li></ul><ul><ul><li>Pre-qualification </li></ul></ul><ul><ul><li>Target verification </li></ul></ul><ul><ul><li>Product verification </li></ul></ul><ul><ul><li>Creating the need </li></ul></ul><ul><li>Email Confirmation </li></ul><ul><li>CRM Entry & Account Manager handoff </li></ul>
    8. 8. Account Retention <ul><li>Customer Quality Assurance </li></ul><ul><ul><li>Support incidence follow up phone call </li></ul></ul><ul><ul><li>Quality Assurance “Rating cards” email </li></ul></ul><ul><li>Semi annual company records update </li></ul><ul><ul><li>Changes in personnel </li></ul></ul><ul><ul><li>Changes in projects </li></ul></ul><ul><ul><li>New projects </li></ul></ul>
    9. 9. Account Retention <ul><li>Annual Renewal Notices </li></ul><ul><ul><li>Phone call </li></ul></ul><ul><ul><li>Email follow up </li></ul></ul><ul><li>Account Manager handoffs </li></ul><ul><ul><li>New opportunity discovery </li></ul></ul><ul><ul><li>Problem accounts turn over </li></ul></ul>
    10. 10. Personal Background <ul><li>Direct Sales </li></ul><ul><ul><li>Worldbook Encyclopedia </li></ul></ul><ul><ul><li>The Showplace – (Pottery Artwork) </li></ul></ul><ul><li>Call-in Center </li></ul><ul><ul><li>AOL Help Desk </li></ul></ul><ul><ul><li>Merck-Medco </li></ul></ul><ul><li>Corporate Management </li></ul><ul><ul><li>Worldbook Encyclopedia </li></ul></ul><ul><ul><li>Las Vegas Hilton, Flamingo Hilton, Monte Carlo </li></ul></ul><ul><li>Entrepreneurship </li></ul><ul><ul><li>The Showplace </li></ul></ul><ul><ul><li>Citgo Service Stations </li></ul></ul><ul><ul><li>Custom PC Sales </li></ul></ul>
    11. 11. Personal Background Business Skills <ul><li>Customer categorization </li></ul><ul><li>Customer needs fulfillment </li></ul><ul><li>Personnel Management </li></ul><ul><ul><li>Recruiting </li></ul></ul><ul><ul><li>Training </li></ul></ul><ul><li>Fairs & Tradeshow Management </li></ul><ul><li>P&L Responsibilities </li></ul>
    12. 12. Personal Background Technical Skills <ul><li>Sales Force, Upshot, CRM on Demand, Custom CRM applications </li></ul><ul><li>Microsoft Office applications </li></ul><ul><li>Casino Database Dataentry </li></ul><ul><li>PC Assembly, Installation and Configuration </li></ul>
    13. 13. Deterministic Solutions Jeannette Fitzgerald [email_address] www.deterministicsolutions.com T: 860 481 4858

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