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Move Accounts Along An Assembly Line

1. Make Contact 2. Qualify In / Out 3. Handoff or Archive

Prospecting emails Discovery Calls


Mapping calls Demos
5 – Customer

1-Cold 2-Working 4 – Open


-New account Quote/RFP Opportunity >50%
-Unresponsive 6 – Old Oppty (Lost
/ No Decision)
Disqualify

3- Check Back
Quarterly

8 –Avoid: Poor
Business Fit

Aaron Ross 1
aaron@rossmail.net
www.salesmachine.blogspot.co