Company Name Description of Plan Todays Date

24/01/2016 Objectives Your target = £X per annum. Average order value £X– then you need to work out how many deals you need for 1 year. To achieve target - minimum £X in pipeline for year which should = 3 times your target figure. Target replicating success areas, new business & existing contacts for long & short term revenue. Agree number of new business meetings per week plus second & third meetings. Engage new contacts. Implement revenue generating campaigns. Plans time lined and managed.

24/01/2016 The Process Business plans and SWOT (strengths, weaknesses, opportunities, threats) analysis for every account, prospect and strategy. Know your company – ability, strengths, USPs, position in the market and futures. Know your peers/support – ability, knowledge, training, strengths and weaknesses. Understand the resources available to you. Know your customers – their challenges, focuses and drivers. Understand your market – channels, market sectors (budget dates) etc. What do you have to offer in those sectors? Why? What marketing and telemarketing is available in the company – what is being done, why, what is working and what is not? Work out what you want to achieve and how many routes to market you can explore.

24/01/2016 The Process ctnd… How much profit are you making and how much can you afford to spend on marketing? Speculate to accumulate. Look at internal processes and reporting – they need to make an impact not reduce sales. Look at the sales strategy – is it working, how often should it be re-evaluated? Look at the structure and economics of the company – is it making money, is it working smart, what could be done more efficiently?

24/01/2016 SMART Objectives for Campaigns S – specific M – measurable A – achievable R – realistic T – time bound

24/01/2016 Target Market Prospects with £X turnover? Prospects in certain geographies / verticals? Where do you make most margin? Verticals – what compliances have compulsory compliances? Can you get into Corporates as part of their outsourcing strategy? Market trends – where can you make a short term hit? What are the opportunities for developing solutions with partners for a value added sale into different markets? Repeat success areas – look at the criteria for existing / past customers. Utilise existing contacts to leverage short term sales through networking. Grow the customers you have already got and get them to recommend you.

24/01/2016 How are you Different? What can you offer the client that your competitors cant / aren’t? What is it that gives you the edge and makes you better value? Can you offer better: payment plans, special offers, lower cost, more flexibility with contracts, two for the price of one, seasonal offerings etc. Can you show the return on investment to the prospect or existing customer? Is your solution value added?

24/01/ Day Plan - Prepare to Succeed!

24/01/ Days Implement new business strategy – what do you need to achieve? Look at market & marketing. Which verticals are you targeting and why? Repeat success areas. Look at up-sell opportunities & door openers. Start cold calling – look at prospects. Follow up any leads. Get initial meetings in place to tell prospect who you are. Understand the needs of the prospects and how you can fit with what they are looking to do. Start putting pipeline in place. Cold calling / networking / lead generation. Get first meetings in place.

24/01/ Days Do first & second meetings and agree activity plan with prospect – always have a reason to go back to them. Be reliable, up front and concise – people buy from people. Do a business case analysis from each meeting – what are the prospects budgets, who is the decision maker, do they need it and when do they need it? Who else do you need to meet with? Identify opportunities & forecast accordingly. What is competition – valid, home grown or not doing anything? Review new business plan and amend or add to where necessary. Keep on top of pipeline and close dates. Cold calling / networking / lead generation activity. More first meetings.

24/01/ – 90 Days - Maintain Pipeline & Close Business Qualify down – decision makers and close dates. Continue networking. Cold calling. Prospecting. Negotiate deals direct and through partners and end users. Close opportunities / continue prospecting within opportunities. Review new business plan. Close opportunities. More first and second meetings. Keep cold calling / networking / lead generation activity.

24/01/ Day Achievement Summary Know your products. Know your market. Put financial targets in place and manage pipeline. Know the opportunities and manage them. Target prospects and build on meetings and contacts. Pipeline building and growth through prospects and with partners. Identify, qualify & close new business. Networking & relationship building within accounts. Review new business plan. Close first sale (s)! More first meetings, cold calling, networking & lead generation activity. Maintain pipeline.