Having said that we do not use overly-structured
sequential scripts, there are always elements of information which
are essential to capture, so please state as such here:
Examples:
- Key
names
-
Titles
- Email
addresses and phone numbers
- Industry
sector
-
Installed systems in this are of relevance
- Strategy
with regard to *****
Then there may be information which would be
‘nice to have’ if possible, so please quote this as
well.
You will probably have some key
‘qualification criteria’ so please state any questions
which will help us to achieve this for you.
If this is a sales lead generation exercise, we
will always cover the following, and gain responses where the
contact will divulge without irritation being caused:
- Key
needs and drivers influencing purchase
- Decision
cycle (people, times and criteria)
- Who else
is being considered?
-
Timescales to decision/ timescales to implementation
- Budget
available and budget approval process
- What
will any supplier need to prove in order to win?
..you may have other key question so provide them
in this section please!
1. Introduction:
