1. Notcraft Questions Relevant info Interaction SalesForce
Business Dev Training
Notcraft
Questions
Relevant info
Interaction
SalesForce

2. Notcraft Notcraft can help you to find out 3 types of clients : How?
Enterprise
Retail
Resellers
How?
By sorting out your notcraft in 2 ways :
Expiry date
Highlights the big certs : WildCard, EV, SAN certs
O field
Then use the Entrust or Google CT Logs

3. Notcraft Expiry Date: X w/ Entrust or Google CT LOGS O field :
Symantec first, then the other CAs
WildCard at the top
EV Multi-Domain EV
Multi-Domain
X w/ Entrust or Google CT LOGS
O field :
Helps you to find out bigger fishes
X with Entrust CT logs

4. Notcraft – preparation work? (dead hours)
Expiry Date:
For Sym, Thawte and GT : prepare the list whether they are pending/renewed
Phone number in your spreadsheet : or google or website (usually, the tech contact in the who.is is same managing the SSL + if you see in the who.is a reseller name, contact them  channel)
O field :
For Sym, Thawte and GT
X with Entrust CT logs  put your notes in the spreadsheet
Phone number in your spreadsheet : / Eurodns-WhoIs or google or website
LinkedIn profile of the person you think is dealing with SSL and/or DN

5. Notcraft Exercice – what can you tell me?

6. Answers or asumptions???

7. Approach? Retail: easiest approach (next slide – questions to ask)
Reseller (questions to ask)
Enterprise account = AUDIT !!
INTERACTIONS !!!

8. Questions Questionnaire: not a script !
Other project in the future ? X-sell
GDPR?
PT? when do you plan to perform your next PT? VS. do you perform sometimes PT?
Who’s your current supplier/s?
Your know your competitors! You know your STRENGTHS. Push push push and explain why you are the best! (below)
The way they order their certs  how much time do you spend?
Benefit for the client: outsourcing part of the workload !!!  we will make his life easier
Expiration of your certs: how do you get notified? Have you already missed an expiring cert?
Benefit: I’ll back you up (holiday, maternity leave, sickness, ….etc
You’ll have notifications (+ SMS) + myself + Farid !
YOU WILL NEVER MISS ANY RENEWAL!
Technical assistance: did you need any help in the past?
Benefit: no more hotline! No more ticketing system! You are not a RANDOM client to us
People involved in the sales cycle:
Decision maker?
IT engineer?
Filters?
UNDERSTAND THE process!

9. Questions Vetting: any issue? Hassle? To get your cert issued?
Internal vetting
My colleague and I will take care of your orders
Benefits: less hassle, smooth issuance, quick issuance
Payment: how do pay your certificates? How do you buy your certificates
We can offer 14/21 days payment (if GOOD credit score)
I WILL INVOICE YOU ONCE YOUR CERT IS ISSUED (if one shot deal)
30 days money back guarantee (except Entrust Certs)
Price: how much did you pay?
I won’t tell you …bla bla (ok, but if you want me to be competitive, gimme some info! Pointless for YOU and ME to receive/send an offer which is higher than your current price Sir/Madam!)
You can also get info IF you know where they are buying from!
LACK of creditability ?
Multi-awarded
SSE/SSE+ accredited
Reference
Story telling
CLOSED questions !
E.g. : how long would like to renew your certificate for ! WRONG !!!!!
Let me send you the offer for two years!
No, one yes please?
Why? Do you change your DN in the next 12 months?
Cheaper price/year
Migration? FREE REISSUE

10. Competitive Replacement
From GS to Sym Group or Comodo
From Sym Group to GS or Comodo
From Comodo, Digicert, ….other CA to Sym. Group or GS
…etc
GlobalSign = ALL the remaining time added on the new cert + 30 days bonus
Symantec Group = ALL the remaining time (up to 12 months)
Client pays 1y, but can get 2y cert
Do not forget to let your ADV know when you close a deal

11. NO RISK !!!! You only want to hear YES NO? why a NO?
30 days money back guarantee
Invoice once cert issued
Trustpilot?  bring your clients on trustpilot!
Reference: list few references (if possible in the same industry)
The words NO RISK should be pronounced several times during the call
Good Notcraft call is AT LEAST 15/20 minutes

12. Relevant information Supplier Price Payment Decision makers Process
Dead-line
Follow-up CALL  schedule the date/time (NEXT STEP)

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