Prospect Priority Index Enter the names of specific “A” accounts - select those you intuitively believe are important Review the characteristics in your PPI Add any that are new to your market Delete any that no longer apply Developed by Purdue University

Prospect Priority Index Assign a weight to each characteristic if you believe some characteristics should carry more weight than others. Rate all prospects on the first characteristic. Use a 1-10 scale. “10” is the most favorable rating “1” is the least favorable rating Consider the variation between prospects to make sure true differences emerge Developed by Purdue University

Prospect Priority Index Developed by Purdue University Prospect Priority Index Continue by rating all prospects on the second characteristic, etc. until you have rated them on all characteristics. (Rate each prospect on a characteristic before moving onto the next characteristic) If you have weighted the characteristics, multiply each rating by each characteristic’s weight for a weighted rating. Total the scores for each prospect.

Prospect Priority Index Identify your highest priority prospects or “action” prospects by their high PPI scores Developed by Purdue University

The Prospecting Process Developed by Purdue University The Prospecting Process Step # 6. Develop Top Prospect Strategy Gather sufficient information about that account to build a selling strategy. Include . . . Account history Business situation Financial situation Key decision maker information Personalities and values Probable problems and needs The profile is the basis for your preparation for each call

Multi-Level Accounts A substantial portion of business today Developed by Purdue University Multi-Level Accounts A substantial portion of business today comes from “multi-level” accounts --- several decision makers at the same level and location Identify all decision makers Understand the account politics and decision process Consider bringing others in your business into the selling strategy