Cheat Sheet
Sample CHEAT SHEET for TTS clients:A CAMPAIGN Planning Model
This tool is designed to be an aid in crafting and establishing a:
- CLIENT background INDUSTRY and TECHNICAL REFERENCE for TTS AGENT TRAINING and REFERENCE
- a CALLING MESSAGE
- a CALLING SCRIPT
- the clearly stated GOALS OF THE CALL, and
- CLIENT REPORTING CATEGORIES and DISPOSITIONS for our contact records.
- Take this document and edit as needed* - it will be used as a working, planning and campaign launch tool for TTS and the client. It will assure that everyone is in agreement as to how to approach the campaign at each stage of calling. This can be filled out here or discussed as an agenda in our next conference call with you.
- What follows is a typical model - change anything that does not fit your vision:
- What do you DO ?
- What do you SELL ?
- WHO should be interested and WHY ?
- What is the GOAL of the call ?
- Reporting Categories and Record Dispositions.
- Lead-in questions / bullets.
- Miscellaneous.
- ACME serves what key business functions (FOR EXAMPLE):
- Accounting
- Production scheduling
- Customer information tracking
- Bank account maintenance
- Web-based applications / operations
- Data Warehousing / management
- DATA SHARING / ANALYSIS / MANAGEMENT
- et cetera.
- KEY BUZZWORDS IN THESE AREAS include (examples):
- BPM - Business Process Management
- CRM - Customer Relationship Management
- BPI - Business Process Integration
- ERP - Enterprise Resource Planning
- SCM - Supply Chain Management.
- This kind of solution is provided by companies like:
- Oracle
- SAP
- Siebel
- PeopleSoft
- Sometimes, components are "home-grown" (developed in-house).
- ACME solutions are used by companies like:
- PG&E
- Bank of America
- HP
- Toyota Financial Services
- Kmart
- Pepsico.
- Common problems that the prospect might face ("pain points") These PRE-BUILT SOLUTIONS are extremely expensive - and their maintenance and improvement needs are equally expensive.
- ACME provides an awesome, experienced, proven and cost-effective solution to address these technology and product problem areas.
- SERVICES (examples-typically dovetails with website content):
- Implementation
- OPTIMIZING ENTERPRISE APPLICATIONS
- Seamless INTEGRATION of disparate processes / applications
- Management of INTEGRATION BACKLOG
- NEW, CUSTOM PRODUCT DEVELOPMENT
- Handling of DEVELOPMENT BACKLOG
- MIDDLEWARE linking applications integration
- Deployment of our pre-built solutions / connectors
- Upgrades
- Maintenance & Support
- INDEPENDENT QA/Testing
- M&A technology transitions
- EXPERTISE and EXPERIENCE
- 10 years experience and a proven track record
- 1400 employees
- 750 clients
- The Corporate and Technology partnerships to accomplish this
- CO-DEVELOPER OF APPLICATIONS with Oracle/SAP
- COST SAVINGS OF 50 - 300 %
- Going after Financial Verticals first
- CIO, CTO
- If hooked into a Product Environment
- CTO, VP of Engineering
- VP Operations
- Director of IT.
- We are:
- BUSINESS PROCESS and
- ENTERPRISE
- APPLICATIONS EXPERTS
- We help financial institutions INCREASE REVENUE by -
- boosting customer retention
- improve compliance
- facilitate business and application AGILITY.
- Set a PHONE APPOINTMENT to discuss OPPORTUNITIES / an on-site visit
- To REGISTER THEM for the LOCAL SEMINAR
- To REGISTER THEM for the WEBINAR / on-line demonstration
- To SEND INFORMATION regarding the technology / seminar / webinar schedule
- To steer towards website?
- To send an informative email / case study?
- To scrub / update contact record information?
- Phone Appointment
- Rep Call
- Register for Seminar
- Register for Webinar
- Interested in On-Line Demonstration
- Flag for Client ( Important Miscellaneous )
- Future Interest
- Already in Contact with Client
- Current Client Customer
- Send Information/NO Follow-up Required
- Using Competitor/Competitive Solution
- Not Interested
- Specific Call Back / Referral
- Send Information / Follow-up
- Not Called Yet
- Call Back (includes Temporarily Unavailable)
- Voice Mail
- Left Message
- No Answer
- Busy
- Research for Sales Rep
- No Longer with Company.
- Fax Machine / Modem
- Remove From List
- Wrong Number
- COMPLETE - Client HIGH Priority:
- Phone Appointment
- Rep Call
- Register for Seminar
- Register for Webinar
- Interested in On-Line Demonstration
- Flag for Client ( Important Miscellaneous )
- COMPLETE - Client MEDIUM Priority
- Future Interest
- Already in Contact with Client
- Current Client Customer
- COMPLETE - Client LOW Priority
- Send Information / NO Follow-up Required
- Using Competitor / Competitive Solution
- Not Interested
- ACTIVE - TTS HIGH Priority
- Specific Call Back / Referral
- Send Information / Follow-up
- Not Called Yet
- ACTIVE - TTS MEDIUM Priority
- Call Back (includes Temporarily Unavailable)
- Voice Mail
- Research for Sales Rep
- ACTIVE - TTS LOW Priority
- No Answer
- Busy.
- may I speak with . . .
- who is currently in charge of . . .
- who is the executive responsible for:
- Oracle
- PeopleSoft
- Siebel
- APPLICATIONS DEVELOPMENT
- enterprise applications
- enterprise applications maintenance
- Are you experiencing any INTEGRATION, upgrade, maintenance or development BACKLOGS?
- Do you have any needs for INDEPENDENT testing of imbedded or maintained systems/applications?
- Using SalesForce?
- have you successfully integrated those applications?
- Using Siebel?
- are you upgrading your FINANCIAL applications in that environment?
- Using SAP?
- are you integrating into a CRM?
- Have you been through a recent merger or acquisition?
- legacy technologies
- integration problems
- data warehouse problems.
- GREAT website
- nice testimonials
- on-line video archive
- downloadable white papers.
A CAMPAIGN Planning Model:
This tool is designed to be an aid in crafting and establishing a: INSTRUCTIONS:
SAMPLE COMPANY "ACME ": Example: ACME are experts in this core business-service or product (or both).
Finding affordable, competent and experienced talent is often difficult.
Often, after a Merger / Acquisition - there are standards and compatibility problems with the absorbed / inherited technologies.
Impressive PARTNERS, AWARDS and CERTIFICATIONS list !
2). What does ACME SELL ?
Who (for example)-
Note: ADD, DELETE and EDIT as desired from the list below. Then set PRIORITIES for reporting after that.
Call: 415 555 1234.
All of these data will be used for training and Script creation. Once this document is realized, an appropriate Script will be created and submitted for client and TTS approval and agreement.
