Confidential 1 BSD Has Developed A New Going Forward Sales Process

Confidential The Sales Online Sales Cycle Resides Within The New Sales Process 2 OFFICE DEPOT SALES PROCESS Buying Process Define Problems and Opportunities Determine Need/ Requirements Select Solution, Evaluate risk, & Finalize Contracts Resolve Issues and Implement Evaluate Success New Selling ProcessPlan Engage And Diagnose Propose And CloseImplementFulfill Sales Cycle Steps ProspectLeadOpportunityCustomer Sales On Line Steps Create A Prospect Add Notes Or Tasks Add Attachments Add Contacts Create A Lead Add Notes Or Tasks Add Attachments Convert Lead To An Opportunity Add Notes Or Tasks Add Attachments Turn Prospect Into New Account Add Notes Or Tasks Add Attachments Update Customer Information Identify New Leads Add Notes Or Tasks Add Attachments Win Probability % At End Of Step 25%75%100%

Confidential Win Probabilities At Each Sales Cycle When you have…..Your Win Probability Should Be.. Completed the Prospect Step and are in the Lead Step.. 0% Completed the Lead Step and are in the Opportunity Step… 25% Completed the Opportunity Step and are in the Customer Step…. 75% Complete the Customer Step….100% 3