1.  All companies have some sort of management team or owner- The “Decision Maker”  The Decision Maker determines how company money is spent and on what that money is spent on  They will be the one who decides if our offer is the best deal

2. President/CEO Owners Vice Presidents CFO’s COO’s Directors Starting at the top will get your more information then starting with a lower to mid level employee/manager

3.  COMPANY WEBSITE  LINKED IN  DATA.COM

4. You want to steer the conversation by asking questions and listening. Get to know this person, make them your friend. Do you have any equipment? What equipment are you using? How is business? What are your future plans?

5.  Make  Model  Vintage  Condition  Software Level  Operating System  Configuration Detail  Photos Serial No. Plate Exterior Interior  Asking Price

6.  Emails scripts will be provided and must be utilized.  All emails must maintain a level of professionalism. No spelling or grammatical errors, Appropriate tone and subject.  Always use Sales Force for Outlook to insure that your emails are in SF.

7. 1) Call to the decision maker. 2) If contact gets on call, discuss equipment available and sales opportunities. 3) Send follow up email to recap conversation and re-introduce 4) If voicemail-leave scripted voicemail. Send email by end of business day.

8. Your phone call has resulted in a Want to Sell (WTS) Opportunity 1. Enter Opportunity in Salesforce 2. When all info and pics are obtained create flyer. Send to Kathy for approval

9. Your phone call has resulted in a Want to Buy (WTB) Opportunity: 1. Enter Opportunity in Sales Force 2. List Kathy Fisher as the opportunity owner/list yourself at the lead source 3. Lead will be distributed to the appropriate sales rep to follow up on.

10. LEWIS and CLARK Mission Statement  DO YOUR BEST  SHOW OTHERS YOU CARE  DO THE RIGHT THING