1. SSL247® Business Dev Training
Internal Presentation
This training has been prepared using tips and feedback from SSL247 Sales Teams.

2. Notcraft Notcraft can help you find out 3 types of clients: Enterprise
Retail
Resellers
How?
By sorting your Notcraft in 2 ways:
Expiry Date – highlights the big certificates e.g. Wildcard, EV, SAN
O Field – then use the Entrust or Google CT Logs

3. Notcraft Expiry Date Symantec first, then the other Cas
Wildcard at the top
EV Multi-Domain EV
Multi-domain
O Field:
Helps you find out bigger clients
X with Entrust CT Logs
X with Entrust or Google CT Logs

4. Notcraft – Presentation Work (Dead Hours)
Expiry Date
For Symantec, 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 ‘who.is’ is the same managing the SSL
If you see the ‘who.is’ a reseller name, contact them  channel
O Field
For Symantec, 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 Exercise – What can you tell me?

6. Approach Retail – Easiest approach (next slide – questions to ask)
Reseller (questions to ask)
Enterprise Account – Audit!
Interactions!

7. Questionnaire [Not a script]
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?
You 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!

8. Questions Internal vetting team @SSL247
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 client has 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 …blah blah (ok, but if you want me to be competitive, give me 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!
Example: “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

9. Competitive Replacement
From GlobalSign to Symantec Group or Comodo
From Symantec group to GlobalSign or Comodo
From Comodo, Digicert… other CA to Symantec Group or GlobalSign, etc.
Global Sign = All the remaining time added on the new certificate + 30 days bonus
Symantec Group – All the remaining time (up to 12 months)
Client pays 1 year, but can get a 2 year certificate
Don’t forget to let your ADV know when you close a deal

10. No Risk You only want to hear YES No? Why a “no”?
30 days money back guarantee
Invoice, once the certificate is issued
Trustpilot? → Bring your clients on Trustpilot
Reference: List a few references (in the same industry if possible)
The words “No Risk” should be repeated several times during the call
Good Notcraft call is at least minutes

11. Relevant Information Supplier Price Payment Decision Makers Process
Deadline
Follow-up call → schedule the date/time (Next Step)

12. Salesforce

13. Salesforce

14. Salesforce