• Perform a thorough 'sales requirements analysis', and identify the lines of business within target companies that would benefit from our clients' solutions(s).
• Define the ideal 'target prospect profile' for our client's solution(s).
• Acquire a thorough understanding of the competitive landscape, and establish the competitive advantage against each of our client's competitor's.
• Identify sales lead sources that support our client’s sales prospecting efforts, and make recommendations.
• Create the ‘Gold Call’ telephone script to be used on sales calls.
• Help build our client’s ‘ target prospect list’.
  

Phase II. Sales Prospecting Activities

Make telephone calls to the target prospects that appear on our client’s ‘target prospect list’ and then schedule and confirm conference calls, and in-person meetings for our client’s sales organization.

Our client’s prospects will be qualified based on the following criteria:

1. The prospect is the right contact for the solutions we provide.
   
2. The prospect has a current problem they are committed to solving.
   
3. The prospect is the decision-maker, or key influencer.

Client Services Role

• Particpate in the conference calls we've scheduled on behalf of our client, and properly transfer control of the sales call to our client's salesperson.
• Hold weekly update conference calls with our client to discuss the status of any scheduled meetings and all prospecting activity updates.

"I have been working with Peter since 2004. He has consistently kept our sales pipeline filled each quarter".  I would highly recommend his services to any company with a complex sales process". It's become very easy to measure the value of his services in the form of the new sales we've closed since we began working together".

Barbara Baker - Vice President Sales, IDOM USA, Inc.

"Peter Ekstrom was part of my Sales Team as a Sr. Executive at Hummingbird when I manged the North East Region. Pete had an exceptional talent in setting meetings at the Sr. Executive Level in the companies that I assigned. Peter talked to more CEO's in a week, then most Sales Personnel will talk to in a year! He had an exceptional talent (skill) at cold calling which did result in revenue over-achievement, and a "Go To" guy at quarter end. Peter went on to start his own company utilizing his cold-calling talents in securing leads for Sales Teams in many companies, and I did engage his services at FormScape. I was the North East Sales Director, and needed to jump start a new sales team in the Financial Services Vertical. I can attribute in excess of $2.0M in new License revenue to his lead generation and cold calling methodology. I engaged Peter to instruct my Sales Team on cold-calling as part of the process, and his mentoring turned my Sales Team into super stars on the phone in getting appointments!
I would highly recommend Peter Ekstrom if you need to get a sales team engaged and selling at high sales volumes!"

Jerry Porter - National Financial Services Sales Director, eGain Communications, Inc.