September is derived from the word septem which means “seven” in latin, referring to the seventh month in the roman year.
I’m doing well. It’s been about 8 months since I took any exogenous hormones, and my body is stabilizing, along with my mood, I think.
I’m beginning to ‘really’ enjoy my job. It presents me with an excellent opportunity to grow a business, and myself, with limited pressure, and virtually zero micromanagement.
I’m finally figuring out my rhythm. There is a method to the daily and weekly routine that’s slowly taking shape. However, I need to be more disciplined in my daily and weekly habits.
My current ideal routine looks something like this:
- Evaluate current Opportunity Pipeline:
- Application details (Customer needs/ problem)
- What is their immediate need/application?
- What are we solving for?
- Resources
- Time
- Flexibility/ Opportunity Cost
- What are we solving for?
- What is the solution with our technology?
- Outline of solution
- Bill of Materials
- Third party components
- What is their immediate need/application?
- Identify closing percentage and perceived commitment
- Chances it will close?
- What’s stopping customer from purchasing?
- Cost/Value?
- Competition?
- Lead time?
- Budgetary?
- Decision maker?
- What’s stopping customer from purchasing?
- When will it close/ PO?
- When will it ship?
- Chances it will close?
- What are next steps?
- Application details (Customer needs/ problem)
- Revisit current strategy bi-weekly (Monday)
- Identify Industry
- Biotech
- Semiconductor
- Robotics
- Packaging
- Applications
- Assembly unique value propositions/ technology solutions
- What are common applications or unique customer needs?
- What value proposition do I have?
- Accounts
- Potential opportunity based on products or processes
- Size of business
- History of business
- Contacts
- Identify key contacts that would utilize technology for these applications
- Identify Industry
- Prospect for leads, assemble target list:
- Inquire with distributors
- Call and discuss best accounts and contacts for strategy
- Collect Account and Contact information
- Email channel partners information on strategy
- Search Salesforce CRM for target accounts
- Run reports
- LinkedIn prospecting
- Search for company, contacts, job title, key words, i.e. lab automation or wafer handling
- Enter company and contact information
- Inquire with distributors
- Schedule Sales Calls
- Call customer target list
- If no answer, leave voicemail
- Email every customer with follow up message
- If I connect with customer on the phone
- Introduce myself
- Who I am
- Why am I calling
- Collect information about who they are, what they do, current needs
- Find common ground
- Schedule sales meeting for demonstration/presentation (2-3 meetings a day, T,W,Th)
- Introduce myself
- Call customer target list
- Sales Meetings
- Brief introduction: utilize collateral, pictures and images that tell a story
- Who I am
- My company
- What we do
- Establish Common Ground
- Ask questions/ Collect information
- Who are you?
- What do you do?
- What are your biggest challenges?
- Why? Cost, time, etc?
- How pressing?
- Do you use x,y,z, technology, processes, etc?
- Identify Sales Strategy
- Value based selling
- SPIN selling: understand situation, define the problem, clarify short/long term implications of problem, quantify payoff
- Reinforce reasons why offer proposition is valuable
- Value comparison
- Education based selling; make customer more informed
- Training on industry trends, new technology, solutions to applications
- Value based selling
- Demonstrate Technology or solutions with products or presentations
- Negotiation
- Framing the proposal
- Benefits of proposal
- Next best alternative
- Barriers to purchase
- Trade-offs or concessions to reach agreement
- Brief introduction: utilize collateral, pictures and images that tell a story
- Quotation and Call/ Email Follow-up
- Daily CRM Data Entry
- Log Call Information
- Log Opportunities
- Revisit current strategy bi-weekly (Friday)
William Dare 