![]() Here, he shares the actual email, phone and demo scripts he's seen work time and again. Recommended Article. Building a winning sales deck is one thing. But what about the email templates needed to get prospects on the phone? What about the phone scripts for setting those sales presentation appointments? Dec 16, 2004 Sales Prospect Template. Discussion in 'Microsoft Word Document Management' started by Guest, Dec 15, 2004. The Microsoft Access Sales Lead/Prospect Tracking Database is a full featured Microsoft Access Database Template that allows for viewing and creating Contact Sales Lead/Prospect data in a Microsoft Outlook Style. All the forms and reports used in the database are built using only native Access controls. The version of. Obviously the latter case is far more advanced, and by no means should you say, “Well, we don’t have the ability to hyper-customize a demo environment, so we can’t start selling.” Not at all. However, when you work with product management, providing feedback on features you’d want to see in the product, remember that there are features that will make selling easier via a more customized demo. And even if those features don’t necessarily provide post-purchase value to customers, they can still be very valuable from a revenue-generation standpoint, in that they raise close rates and bring in more money. Example Demo Script What did a demo script look like at TalentBin? Well, of course, it correlated to our core sales narrative, and was built around the “Search, Qualify, Reach Out, Automate” framing we presented in our sales deck. You can check out how we handled those first two buckets below (and if you want to see the whole script, you’ll find it in the Appendix.). It starts with one of the most important use cases for our audience of recruiters, and then progresses from there in the way a recruiter would move from discovery of a new candidate to qualification of that candidate to outreach — a full life cycle of what recruiters do so often in their day-to-day workflow. Also note that it’s broken up to allow for pauses and discussion with the client. As you read through it, imagine what it would look like to walk prospects through all the ways TalentBin fits into their day-to-day, and solves their pains at each step, while screen sharing the product. And think about what your demo would look like! What are the natural workflows that your prospect works through on a daily basis? How does your solution fit into them and make them better, faster, stronger? Search: Enhanced candidate discovery was TalentBin’s first value proposition, and one of the most easily comprehended by prospects. This section was where we touched on the importance of being able to discover engineering candidates who were previously undiscoverable in traditional recruiting databases — or at least super hard to find, requiring far too much manual effort. We knew nothing would capture the attention of a technical recruiter like showing them the potential candidates they could find and engage using our solution, especially as compared to standard databases, so we started with that: 'Well, I saw from your company’s career site that you need to hire some Ruby engineering staff there in the Dallas area, so let’s search for some. Here’s how we build a search for people who know Ruby in the Dallas area. We can do it manually, or we can use our new Job Req Translator that automatically pulls out the relevant terms in your job posting. I actually grabbed this posting before the call, so let’s paste that in there. See how easy that is? Now we can save that search for later use since we’re going to come back to this. Also, by saving that search, you’ll now get recommended candidate emails from those searches every few days. But let’s expand this some to see the total number of potential candidates for this role in Dallas. Well, it looks like we have around eight thousand results there. That’s promising, since LinkedIn only has around eleven hundred for that same query! Very nice, so that’s like seven times the number — I’m betting there’s a pretty hefty load of people in these search results who have zero LinkedIn profile. And, of course, the way that you’d do this previously was to manually browse through GitHub or Stack Overflow or Twitter; it might take you five minutes per valid candidate. This way they’re already ready for you to review. And tons of them aren’t on LinkedIn being accosted by every other recruiter with a LinkedIn Recruiter seat!' Showing off scaled search results for desired skills in the prospect’s region. Qualify: This is where we would cover why having access to all of this aggregated professional activity was fantastic for qualifying that a candidate had the characteristics recruiters were looking for. Moreover, we looked at how using that contextual information, both professional and personal, in outreach could dramatically impact response rates and recruiter efficiency: 'Okay, let’s start looking at some of these profiles. You can see that we show a preview on the search page that includes the relevant information for the skill that was searched for, along with the various social profiles we have identified and crawled for the candidate. And if you want to, you can tag these folks as ‘interesting’ or ‘not interesting’ for later bulk processing. But for now, let’s check out an individual. Natalie here looks interesting.' Showing off search results and preview information. Profile View: Understanding that a candidate “fits the bill” and is at least worth reaching out to is a core recruiting workflow. Whether basing their decision on a resume or a LinkedIn profile, recruiters are used to doing that. So showing them how they could do that with a TalentBin profile, but with data aggregated from all over the web, was important: 'Let’s click into her profile. Now you can see that we’ve aggregated all of her various web profiles. See, here’s her GitHub, Stack Overflow, Meetup, Twitter, LinkedIn, and Facebook, and we even have her Lanyrd social conference profile. If you ever wanted to go to those sites, you can just click on these like this. However, the big idea here is to aggregate that activity so you don’t have to do that.” Showing off Natalie’s various web profiles and how they’ve been aggregated. Interest Details: Understanding “why” a given candidate has the relevant professional skill is also important for recruiters. Often they spend time cross-correlating resume claims with sources of professional activity on the web. Moreover, they know that using contextual information in outreach is a valuable way to raise responsiveness, but often takes too long to do in a scalable fashion manually: “So let’s look at how we know that Natalie has ‘Ruby’ relevance. Okay, see down here on her profile, we’ve got her ‘interest viewer’ section, and if we click on ‘Ruby’ there we see that, wow, Natalie is really into Ruby! She’s following a number of Ruby repositories on GitHub, she has it in her Twitter biography, she’s a member of a couple Ruby Meetups, and she has answered some Ruby questions on Stack Overflow. Looks like Natalie is really into Ruby. The problem is that historically this is the sort of thing you’d have to spend five minutes clicking all over the web to determine. Nice that these interest details are right here so you can check them out, and maybe even share them with the hiring manager. Let’s go check out Natalie LinkedIn profile. That link is dead! Probably because she deleted her LinkedIn profile. But we’ve got it! We can see that she’s got a bunch of other interests in technologies that are relevant to us — Ruby first and foremost — so she looks like a live one!” Navigating around and showing off the Skills viewer. From here, we would cover the key remaining buckets, “Reach Out” and “Automate.” We continued to follow the recruiter’s natural workflow — using a real-world candidate that matched that prospect’s hiring needs — and highlight features that would boost efficiency at every step. Importantly, we would tie parts of the demo to prior elements, making sure to create a holistic understanding of how the product would impact the entirety of the recruiter’s workflow for the better. If you’d like to read the whole script, check out the Appendix. In TalentBin’s case, the product was fairly evolved, so there was quite a bit of bucketing, and a good amount of ground to cover. But that doesn’t mean that this has to be the case with your demo. The goal is to connect the known pain points to the solution and its benefits, step by step, so your prospects can truly see how it fits into their workflow and makes their lives better. You know you’re doing it well when prospects are saying things like “That’s awesome” or “You have no idea how much this will help me with XYZ.” Think about the right way to go about demoing your offering. Is there a natural workflow to walk the user through? Is there a chronology? Are there specific key use cases that correlate to the value that you’re providing that you would want to start with? Think about the “story” of your product in the hands of the person you’re presenting it to, or the person that reports to her. What things will they care about, and what will make them better, faster, stronger, smarter, and more successful? Focus on those things, and you’ll be in a good spot. PUTTING IT ALL TOGETHER New product enterprise sales is a multi-touch exercise that requires compelling, consistent messaging up and down the sales funnel. So while a great sales deck is helpful, by no means is it the end all be all! Rather, you’ll need at least minimum viable incarnations of your for each part of the funnel. At the top, that’ll mean email outreach templates and phone scripts, and nearer the bottom, that’ll be a great demo script. It’s not exactly rocket science, rather it’s just a question of taking the time to put the work in and write them out rather than thinking you can “wing it.” But if you put the work in, you'll find these materials invaluable, first for you to consume and refer to on your way to memorizing them (it’ll take dozens and dozens of iterations for it to start becoming muscle memory for you), and later, as a reference as you hire and onboard other sellers to your team. They will need documentation for training so they can execute all of this as flawlessly as you now can. This Microsoft Word document is a very basic, blank gift certificate template. This simple tempalte can be edited so. Download the free editable basic price list template can be used by any small business to document current prices of. The free printable price quote template is a simple Microsoft Excel spreadsheet designed to provide an easy method for producing. 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