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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?