1. ClientSpace Best Practices Sales Workflow

2. Sales Is The Heart Of Business The purpose of a business is to create a customer. -Peter Drucker Timid salesmen have skinny kids. -Zig Ziglar

3. Agenda Defining the Sales Process Lead Generation Lead Nurturing Closing the Deal New Client Implementation Questions

4. Common Terminology Lead: a sales target that has not yet indicated any reasonable expectation of buying Prospect: a sales target that has indicated potential intent to buy or is actively considering a purchase Client: a company that has committed to purchase Implementation: the unique set of business processes required to bring on a new client

5. Sales Activity Stages Lead Generation: identifying and collecting new sales targets Lead Nurturing: engaging with sales targets to determine fit for product or service Closing the Deal: data collection, quoting / proposal, approving, ending in client commitment New Client Implementation: activities required to deliver the product or begin servicing to a new client

6. Lead Generation Purchased Leads Importing and Assigning Lead Lists Telesales Dashboard Marketing Campaigns Building Campaign Targets Email Marketing Follow up Activities Measuring Results

7. Lead Nurturing Activity Management Follow ups, Appointments, Tasks Outlook Add In (Contacts & Email) Org and Contact Other Info Dashboards and Reports Lead/Prospect Security Org & Contact Search Activity Search Izenda Reports & Dashboards

8. ClientSpace Mobile Mobile Contact Management Mobile Izenda Reports and Dashboards Drill into orgs, contacts, and activities (followups) Microsoft Surface ClientSpaceNEXT

9. Closing the Deal Workspace Templates Sales Workflow Template Tasks Rules Excel Proposal Merge New Pricing Console Benefits Pricing Broker Portal Commissions Tracking

10. New Client Implementation Implementation Workflow CSA and Exhibits New Employee Packets Carrier / Broker Interface Importance of the Client Team Renewal Pricing