9 Stages of the Industrial Sales Process:
- Hub Strategy (focusing on coach RGU)
- Desk Research (populate the Sales WB)
- Marketing Campaigns (currently separate, will be consolidated 2023)
- Asset Pack (brochure, business card, campaign deck, gift)
- Physical Visits (following scripts, obtaining key info & contact details)
- Follow Ups (emails, calls at set intervals after visit)
- Tracking & Reporting (Sales WB, forms agenda for weekly sales meeting)
- Constant Contact (via adding to marketing database)
- Repeat (cycle around all schools & nurseries within your territory)
- S&N Sales A5 Brochure
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- Editable per franchisee, contact AW
- S4K Business Cards
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- Editable per franchisee, contact AW
- S&N Sales Workbook
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- Small updates regarding info required
- Small updates regarding filtering options
- Filters allow easy reporting on; venues visited most recently & ‘warmth’ of prospects
- Red 0% = visited, no interest at this stage
- Purple 5% = identified as prospect, no contact as yet
- Orange 10% = visited, not a yes but not a firm no
- Yellow 25% = initial indication of interest, meeting/trial date proposed
- Yellow 50% = meeting/trial has taken place, proposal sent, 50/50 chance of conversion
- Yellow 75% = meeting/trial has taken place, proposal sent, positive response, very high chance of conversion
- Green 90% = agreement in principle, contract not signed
- Sky 100% = contract signed, start date agreed
- S&N Sales Meetings
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- Follow Master Agenda to efficiently report/plan weekly sales activity
- S&N Campaigns
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- Use appropriate campaigns labelled for different stages of the year (monthly)
- 2023 will see a new campaign deck, consolidating all for optimum marketing of our service-line stack
Materials and Assets:
S4K Network Partner Resources > Schools and Nurseries FKB Resources
REF; School & Nursery Administration & Operations V3.0
REF; School & Nursery Marketing & Sales System V3.0
REF; Campaign Implementation & Treatment Plan for Schools & Nurseries
REF; S&N Sales Workbook
REF; S&N Sales A5 Brochure
REF; S4K Business Cards
REF; S&N Sales Meeting Master Agenda