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90 Day Business Plan For – XYZ Company November 8, 2009

90 Day Business Plan For – XYZ Company November 8, 2009. Your Name and Contact Information. Business Plan Outline. 90 Day Territory Objectives Offering Training Lead Generation Prospect Visits Pipeline Generation Closing Business. 90 Day Territory Objectives.

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90 Day Business Plan For – XYZ Company November 8, 2009

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  1. 90 Day Business Plan For – XYZ CompanyNovember 8, 2009 Your Name and Contact Information

  2. Business Plan Outline • 90 Day Territory Objectives • Offering Training • Lead Generation • Prospect Visits • Pipeline Generation • Closing Business

  3. 90 Day Territory Objectives • Orientation - Week one at HQ– key personnel and support staff • Learn target market and prospects as currently positioned by XYZ Company • Immediately begin to generate Quality Leads and target 10 major accounts • Get in front of prospects • Generate pipeline - 5x quota • Build relationships and Close Business!

  4. Offering Training • Learn XYZ Company portfolio • Understand Value-Added Services positioning • Develop Sales pitch specific to XYZ Company • Relate to Competition • Develop counters to Prospects objections • Utilization of all Marketing Materials

  5. Lead Generation • Identify target accounts in territory • Utilize existing rolodex contacts, XYZ Company inside personnel and use XYZ Company Lead System • Dallas Business Journal, Hoovers, etc • Develop Mailing campaign • Leverage Local IT Associations/Groups • Attend IT Conferences • Expand target customers to (States or Cities)

  6. Prospect Visits • Get in front of prospects ASAP – learn about current SLAs, who currently provides service • Target 4 Face-to-Face (FTF) meetings per week • Understand a prospect’s business, who makes the decisions and what are the current “pain points” • Expand on relationships/contacts at C- and Director Levels • Educate prospect – make it simple • Use of any available Reference Accounts • Focus on XYZ Company solutions - Value-Add and Customer Satisfaction

  7. Pipeline Generation • Qualify each prospect early on • Align with the decision maker • Conduct opportunity assessments • Move prospect to next stage with each meeting • Plan next steps with decision maker’s input and agreement • Stay on top of all opportunities

  8. Closing Business • Properly counter any objections • Shorten the Sales Cycle by being Creative and Thinking “Outside the Box” • Sell Value and emphasize improved profits and accelerated ROI! • Ask for the order early • Be confident, aggressive and persistent • Most importantly - CLOSE the BUSINESS!

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