Team Analytics
Meetings

Index

2003-01-03 -- Sales Strategy

2003-01-10 & -17 -- Sales Process

2003-01-03 -- Sales Strategy

Agenda

Review the home page and the resources on opportunities.htm
Review strategy identified by Paul:

Develop our cold-calling script.
Obtain contact info through InfoUSA and ReferenceUSA and pool our own contact lists.
Begin cold-calling for first meetings. (Cultural Creatives may be most likely to buy from us.)
When we're invited to attend a pitch meeting, open the relationship.
Seek to understand the client's issues. (Exquisite listening; formal assessment instrument?)
Identify our value-add and approach. (max. 5? hours investment to meet, assess, and pitch)
Make a proposal and sell [best] value. (Use the agreement-creation process.)
Start delivering on our promise once a contract is executed.

Notes

PT: Playtimeinc.com? -- PLI competitor, John Chen (wealthy individual life-changing experiences)

Hypothetical Scenario 1: Construction Industry Prospect

Client says Our proposal

Overbudget Assessment of accounting systems and expenditure policies

Poor estimation Assessment of estimation tools, training, and people-involvement

High turnover Assessment of morale, selection/interviewing, training, and feedback

Hypothetical Scenario 2: Widget Manufacturer Prospect

Client says Our proposal

Need more sales Assessment to include all or some of these business process elements:

lead generation, CRM system (tracking/forecasting), product support loop,

distribution channel relationships, sales hiring/training/mentoring/support

Team Analytics: strong, positive, not clear (needs explanation -- which opens our conversation)

Graphic: Business Process = Teams + Infrastructure which supports them

Tag-Line Brainstorming.

high-leverage process and tools effectiveness

decision support business relationships (within/without)

self-sustaining metrical

optimizing supporting

quality of attention

measuring and improving the effectiveness of teams and the business infrastructure which support them

integrative focus on people and business processes

matrix and metrics for business effectiveness

matrix and metrics for business success

matrix and metrics for business improvement

2003-01-10 & -17 -- Sales Process

Agenda

Review the content on the home page and opportunities.htm.
- photos
- Request for Commitment
Develop our cold-calling script.
Obtain contact info through InfoUSA and ReferenceUSA and pool our own contact lists.
Prioritize these NAICS codes:
- 11 Agriculture, Forestry, Fishing, and Hunting
- 21 Mining
- 22 Utilities
- 23 Construction
  - 233 Building, Developing, and General Contracting
  - 234 Heavy Construction
  - 235 Special Trade Contractors
- 31-33 Manufacturing
- 42 Wholesale Trade
  - 422 Wholesale Trade, Nondurable Goods
    - 4221 Paper and Paper Product Wholesalers
      - 42211 Printing and Writing Paper Wholesalers
      - 42212 Stationery and Office Supplies Wholesalers
      - 42213 Industrial and Personal Service Paper Wholesalers
    - 4222 Drugs and Druggists' Sundries Wholesalers
      - 42221 Drugs and Druggists' Sundries Wholesalers
    - 4223 Apparel, Piece Goods, and Notions Wholesalers
      - 42231 Piece Goods, Notions, and Other Dry Goods Wholesalers
      - 42232 Men's and Boys' Clothing and Furnishings Wholesalers
      - 42233 Women's, Children's, and Infants' Clothing and Accessories
    - Wholesalers
      - 42234 Footwear Wholesalers
    - 4224 Grocery and Related Product Wholesalers
      - 42241 General Line Grocery Wholesalers
      - 42242 Packaged Frozen Food Wholesalers
      - 42243 Dairy Product (except Dried or Canned) Wholesalers
      - 42244 Poultry and Poultry Product Wholesalers
      - 42245 Confectionery Wholesalers
      - 42246 Fish and Seafood Wholesalers
      - 42247 Meat and Meat Product Wholesalers
      - 42248 Fresh Fruit and Vegetable Wholesalers
      - 42249 Other Grocery and Related Products Wholesalers
    - 4225 Farm Product Raw Material Wholesalers
      - 42251 Grain and Field Bean Wholesalers
      - 42252 Livestock Wholesalers
      - 42259 Other Farm Product Raw Material Wholesalers
    - 4226 Chemical and Allied Products Wholesalers
      - 42261 Plastics Materials and Basic Forms and Shapes Wholesalers
      - 42269 Other Chemical and Allied Products Wholesalers
    - 4227 Petroleum and Petroleum Products Wholesalers
      - 42271 Petroleum Bulk Stations and Terminals
      - 42272 Petroleum and Petroleum Products Wholesalers (except Bulk Stations and Terminals)
    - 4228 Beer, Wine, and Distilled Alcoholic Beverage Wholesalers
      - 42281 Beer and Ale Wholesalers
      - 42282 Wine and Distilled Alcoholic Beverage Wholesalers
    - 4229 Miscellaneous Nondurable Goods Wholesalers
      - 42291 Farm Supplies Wholesalers
      - 42292 Book, Periodical, and Newspaper Wholesalers
      - 42293 Flower, Nursery Stock, and Florists' Supplies Wholesalers
      - 42294 Tobacco and Tobacco Product Wholesalers
      - 42295 Paint, Varnish, and Supplies Wholesalers
      - 42299 Other Miscellaneous Nondurable Goods Wholesalers
- 44-45 Retail Trade
- 48-49 Transportation and Warehousing
- 51 Information
  - 511 Publishing Industries
  - 512 Motion Picture and Sound Recording Industries
  - 513 Broadcasting and Telecommunications
  - 514 Information Services and Data Processing Services
    - 5141 Information Services
      - 51411 News Syndicates
      - 51412 Libraries and Archives
      - 51419 Other Information Services
        
        514191 On-Line Information Services
        514199 All Other Information Services
    - 5142 Data Processing Services
      - 51421 Data Processing Services
- 52 Finance and Insurance (tend to be larger companies??)
  - 521 Monetary Authorities -- Central Bank
  - 522 Credit Intermediation and Related Activities
  - 523 Securities, Commodity Contracts, and Other Financial Investments
  - 524 Insurance Carriers and Related Activities
  - 525 Funds, Trusts, and Other Financial Vehicles
- 53 Real Estate and Rental and Leasing
  - 531 Real Estate
  - 532 Rental and Leasing Services
  - 533 Lessors of Nonfinancial Intangible Assets (except Copyright ...)
- 54 Professional, Scientific and Technical Services
  - 541 Professional, Scientific, and Technical Services
    - 5411 Legal Services
      - 54111 Offices of Lawyers
      - 54112 Offices of Notaries
      - 54119 Other Legal Services
      - 541191 Title Abstract and Settlement Offices
      - 541199 All Other Legal Services
    - 5412 Accounting, Tax Preparation, Bookkeeping, and Payroll Services
      - 54121 Accounting, Tax Preparation, Bookkeeping, and Payroll Services
      - 541211 Offices of Certified Public Accountants
      - 541213 Tax Preparation Services
      - 541214 Payroll Services
      - 541219 Other Accounting Services
    - 5413 Architectural, Engineering, and Related Services
      - 54131 Architectural Services
      - 54132 Landscape Architectural Services
      - 54133 Engineering Services
      - 54134 Drafting Services
      - 54135 Building Inspection Services
      - 54136 Geophysical Surveying and Mapping Services
      - 54137 Surveying and Mapping (except Geophysical) Services
      - 54138 Testing Laboratories
    - 5414 Specialized Design Services
      - 54141 Interior Design Services
      - 54142 Industrial Design Services
      - 54143 Graphic Design Services
      - 54149 Other Specialized Design Services
    - 5415 Computer Systems Design and Related Services
      - 54151 Computer Systems Design and Related Services
      - 541511 Custom Computer Programming Services
      - 541512 Computer Systems Design Services
      - 541513 Computer Facilities Management Services
      - 541519 Other Computer Related Services
    - 5416 Management, Scientific, and Technical Consulting Services
      - 54161 Management Consulting Services
      - 541611 Administrative Management and General Management Consulting Services
      - 541612 Human Resources and Executive Search Consulting Services
      - 541613 Marketing Consulting Services
      - 541614 Process, Physical Distribution, and Logistics Consulting Services
      - 541618 Other Management Consulting Services
      - 54162 Environmental Consulting Services
      - 54169 Other Scientific and Technical Consulting Services
    - 5417 Scientific Research and Development Services
      - 54171 Research and Development in the Physical, Engineering, and Life Sciences
      - 54172 Research and Development in the Social Sciences and Humanities
    - 5418 Advertising and Related Services
      - 54181 Advertising Agencies
      - 54182 Public Relations Agencies
      - 54183 Media Buying Agencies
      - 54184 Media Representatives
      - 54185 Display Advertising
      - 54186 Direct Mail Advertising
      - 54187 Advertising Material Distribution Services
      - 54189 Other Services Related to Advertising
    - 5419 Other Professional, Scientific, and Technical Services
      - 54191 Marketing Research and Public Opinion Polling
      - 54192 Photographic Services
      - 541921 Photography Studios, Portrait
      - 541922 Commercial Photography
      - 54193 Translation and Interpretation Services
      - 54194 Veterinary Services
      - 54199 All Other Professional, Scientific, and Technical Services
- 55 Management of Companies and Enterprises
  - 551 Management of Companies and Enterprises
- 56 Administrative and Support and Waste Management and Remediation Services
  - 561 Administrative and Support Services
  - 562 Waste Management and Remediation Services
- 61 Educational Services
  - 611 Educational Services
- 62 Health Care and Social Assistance
  - 621 Ambulatory Health Care Services
  - 622 Hospitals
  - 623 Nursing and Residential Care Facilities
  - 624 Social Assistance
- 71 Arts, Entertainment and Recreation
  - 711 Performing Arts, Spectator Sports, and Related Industries
  - 712 Museums, Historical Sites, and Similar Institutions
  - 713 Amusement, Gambling, and Recreation Industries
- 72 Accommodation and Food Services
  - 721 Accommodation
  - 722 Food Services and Drinking Places
- 81 Other Services (except Public Administration)
- 92 Public Administration
How best to approach Chuck Horne at Competitive Technologies -- how best to pitch CRM capability
Status of Dan's PMP Certification

Notes

Action Items

2003-01-17 --

Agenda

Notes

Action Items