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Eb i W b ite
  s es s

Bus s De lo m nt P n
   ine s ve p e la
Build aP e
                                                   ing ip line

• Define our target market
• Create a prospect/lead database
   – Categorize the list
       • Include source
       • Vertical market
   – Prioritize
• Leads vs. Opportunities
   – Leads are converted to opportunities and entered into the
     pipeline once a specific opportunity has been identified and
     qualified
   – Typically a qualified opportunity has a requirement defined with
     timeframe and budget allocated
Le d ta a eDe lo m nt Ac
                               a /Da b s  ve p e     tivities


• Networking with existing friends, colleagues, and acquaintances
• Lists brokers or homegrown
    – Online directories
    – Associations
• Website/Blog
• Affiliate Program
• Attending industry/trade meetings and walking the floor
• Securing speaking engagements at local and regional associations
  or interest groups
• Hosting breakfast meetings for like titles
• Cold and warm telephone prospecting
• Direct mail/e-mail/fax prospecting followed up with direct telephone
  calls
Sa sP c s
                                le ro e s

•   Generate a lead
•   Engage/qualify customer
•   Write a proposal
•   Present the proposal
•   Refine Proposal
•   Close, rinse, repeat
P s e ting10
                                       ro p c     1

•   Create prospecting letters/emails
•   Pick up the telephone and call
•   Set aside at least 20% of time for prospecting
•   Track response rates and successes
•   Refine message as needed
•   Manage the rejection that comes with selling
P e C s ific tio
                                  ip line la s a n

•   90% confident you'll get the sale
•   50% confident you'll get the sale
•   10 % confident you'll get the sale
•   Discussion stage
Sa p P e Re o
  m le ip line p rt
Ne Ste s
                                                          xt p

• Create prospecting database
  – Every employee reach out to friends and family for
    leads/referrals
     • Social Networking – create canned
       announcements/introductions to be posted on
       Facebook/MySpace/Twitter/LinkedIn/other
     • Promote referral fees ($xxx for every converted lead)
  – Existing Lists
  – Target verticals
     • Prioritize specific vertical markets and geographies so that
       we can test messaging (eg. Dentistry)
Ne Ste s
                                                xt p

• Promote referral program
  – Need to send details to everyone in the company
• Flip all leads to Sales Team for follow up and
  qualifying
  – Introductory email (we will provide sample copy)


        FEED THE P ELINE ! ! !
                  IP

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EBSI Websites Business Development / Sales Overview

  • 1. Eb i W b ite s es s Bus s De lo m nt P n ine s ve p e la
  • 2. Build aP e ing ip line • Define our target market • Create a prospect/lead database – Categorize the list • Include source • Vertical market – Prioritize • Leads vs. Opportunities – Leads are converted to opportunities and entered into the pipeline once a specific opportunity has been identified and qualified – Typically a qualified opportunity has a requirement defined with timeframe and budget allocated
  • 3. Le d ta a eDe lo m nt Ac a /Da b s ve p e tivities • Networking with existing friends, colleagues, and acquaintances • Lists brokers or homegrown – Online directories – Associations • Website/Blog • Affiliate Program • Attending industry/trade meetings and walking the floor • Securing speaking engagements at local and regional associations or interest groups • Hosting breakfast meetings for like titles • Cold and warm telephone prospecting • Direct mail/e-mail/fax prospecting followed up with direct telephone calls
  • 4. Sa sP c s le ro e s • Generate a lead • Engage/qualify customer • Write a proposal • Present the proposal • Refine Proposal • Close, rinse, repeat
  • 5. P s e ting10 ro p c 1 • Create prospecting letters/emails • Pick up the telephone and call • Set aside at least 20% of time for prospecting • Track response rates and successes • Refine message as needed • Manage the rejection that comes with selling
  • 6. P e C s ific tio ip line la s a n • 90% confident you'll get the sale • 50% confident you'll get the sale • 10 % confident you'll get the sale • Discussion stage
  • 7. Sa p P e Re o m le ip line p rt
  • 8. Ne Ste s xt p • Create prospecting database – Every employee reach out to friends and family for leads/referrals • Social Networking – create canned announcements/introductions to be posted on Facebook/MySpace/Twitter/LinkedIn/other • Promote referral fees ($xxx for every converted lead) – Existing Lists – Target verticals • Prioritize specific vertical markets and geographies so that we can test messaging (eg. Dentistry)
  • 9. Ne Ste s xt p • Promote referral program – Need to send details to everyone in the company • Flip all leads to Sales Team for follow up and qualifying – Introductory email (we will provide sample copy) FEED THE P ELINE ! ! ! IP