A CEO “checklist” can evaluate your business development scenarios. Fire these questions to your sales team about the top 5 member prospects.
- What was the frequency of the last three communications?
- Was the dialogue about the prospect’s need or your menu of benefits? Review the notes, letter, email.
- Do you have email, phone (don’t forget mobile) and a second contact person for prospect?
- Which member is a perfect referral for the prospect?
A review of these specifics offers a quick evaluation (less than 5 minutes for each prospect) on how qualitative and deep your sales process might be.