Sales team identifies potential customers, qualifies interest, presents online, and prepares quotation.
The first step is to determine contact details of potential customers. This can be achieved in several ways. Sometimes, we buy details for cold calls, sometimes, our marketing staff participates in exhibitions and sometimes, you just happen to know somebody. Then we start calling the customer. They are determining the contact person and the budget which would be available for the project. If this is not the case, we leave him alone, except if the potential project budget is huge. Then the head of development personally tries to acquire the customer. If the customer is interested in the end, the next step is a detailed online presentation. It is given either by a sales representative or by a pre-sales employee in case of a more technical presentation. Afterwards we are waiting for the customer to come back to us. If we are not contacted within 2 weeks, a sales representative is calling the customer. The last phase is the creation of a quotation.
| Activity | Actor |
|---|---|
| Find Contacts | Sales / Marketing |
| Call Customer | Call Center |
| Qualify Interest | Call Center |
| Online Presentation | Sales / Pre-Sales |
| Await Customer Response | Sales |
| Create Quotation | Sales |