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Purpose: To help you organize all of your communication with active sales/partner contacts. This sheet shouldn’t take more than 5 – 10 minutes to complete. 5 – 10 minutes is nothing when you compare how much time you spend trying to setup meetings and calls with good prospects.
When to use: It’s in your best interest to use this object anytime you are engaging with a contact of importance. Always use this for selling and partner development actions.
Meeting: Enter Date and Name of contact
Link the Call/Meeting planner to one of the following: (search/lookup is available)
Contact
Account
Opportunity
Strategic Account Plan
Pre-Call/Meeting Planning
Goal of Call/Meeting: Enter what you want to happen and any actions you need the contact to make in order for things to move forward.
Relationship Topics: Enter items that you know will help build a relationship within the framework of the call/meeting. Examples: similar clients, hobbies, schools, etc…
Introduction Statement: Enter what you exactly what you are going to say to open the call/meeting. This is usually a statement to why you are call/meeting with a value item relating to the clients needs and your business
Agenda: Enter in a rough list of how you want the call/meeting to go. Once complete you can use mail merge or email templates in salesforce to instantly send a professional agenda to the contact. Great way to separate yourself from the competition
Selling Points: Enter any items you know that need to be touched upon in the course of the call/meeting. You may want to review the contacts Opportunity Items or just make a quick list. This is to help you layout the talking point prior to the call.
Call/meeting wrap-up
How do you feel you did? After the call/meeting rate how you feel this went. Select from the following:
It went poorly
Positive response, no decision
Must resolve outstanding issues
Expect a yes decision
Customer signed contract
What must happen next? Enter what you know must happen next for the sale to move forward. (TIP – if you can’t think of anything the sales has reached its end and is ready to close. This is a good spot to talk with your manager just to make sure you’ve covered everything.)