1. Marketing and sales

2. Sales requirements BI – Lead gen, market and vertical exploration
Sales tools for approaching, tracking and optimization.
Sales approach – messages, templates, CTA/Action items, pipeline construction
Sales skills – objections, usp’s, competitors analysis, client’s pain points, selling cycle & process
Mix of leads sources – mass , marketing, conventions, meetups, google, similar web

3. CAC<LTV= 
Marketing and sales

4. Type of companies Product driven Company Market Driven Company
Sales Driven Company
Customer Driven Company

5. Marketing Requirement Document
What (new) product is being discussed.
Who the target customers are.
What products are in competition.
Why customers are likely to want this product.

6. The High-Tech Environment

7. Selling cycle

8. We are the “Lead generation”

9. Common Objections Prepayment Test Budget Amount Goals / Rates
Restricted Channels
Business Model
Your IO vs. My IO
Security Restrictions
Let’s start in 2 months
I want to know who do you work it
New brand, unknown market

10. Company USP’s Risk shift Added value Work flow vertical expertise
Advantage of size: large network, quantity, volume
Personal relations: dedicated AM
Added value
Risk shift
Work flow
performance based
vertical expertise
Targeting capabilites
Variety: one stop shop

11. Approaching
The reason you are writing them: Business collaboration, Test campaign, Meeting to discuss their need for optimization, a phone call to explain about our product.
Explanation paragraph: I approached because: Their need, my understanding about it, the solution for it (and our added value and ability to execute it). On top of it, guided imagination to where it will take them. And then, name dropping of bigger companies you’ve done it for them.
Call to action: I’d be glad to have A: 1. Test campaign 2. Skype/Phone 3. Meeting

12. Working tools •Mail Track •SalesForce/CRM •Linkedin •Asana/Calendar
•Rapportive
•Similar Web
•SalesForce/CRM
•Asana/Calendar
•Google Alarts
•CrunchBase
•Shadowing SP/AM/BI
•Newsletters
• templates A/B testing

13. PRODUCT-SIMPLE VS COMPLEX
•1 page & 1 goal
•Facebook page
•Landing page for leads
•Mobile app download
•Ecommerce websites
•Multiple pages
•Multiple products
•Behavioral flow analysis