All the electronic files of the worksheets — simple Word tables —from the workbook are contained on Toolshed, a CD. We urge you to print all of them and put them in a three-ring binder.

You can edit each to suit your individual requirements or style: increase or decrease the size, add or subtract columns, work them on your computer, scrawl away on the hard copy or both.

The steps and worksheets lead you to build your process brick-by-brick.

TOOLSHED’S TABLE OF CONTENTS

Step 1. Take an Inventory of Your Marketing & Sales Knowledge and Experience
EARLY BIRD CANDIDATES/IDEAS FOR DEALS
SOURCE/NOTES
WHAT WORKED, WHY THEY BOUGHT/WHAT FAILED, WHY THEY WALKED
BENEFITS/FEATURES
COMPETITIVE ANALYSIS
YOUR STRENGTHS & WEAKNESSES

Step 2. Think About Resources, Prepare a Simple Plan
TASKS/POSSIBILTIES
See Step 12 for Timelines

Step 3. Content: Lay The Groundwork For A Business Case Sale
DETERMINE YOUR POSITIONING

Step 4. Content: Your Copy Platform
BRAIN DUMP
YOUR COPY PLATFORM

Step 5. Test Market: A Letter, A Script, A Flyer, A Short List, and Cold Calls
INTRODUCTION TO SAMPLE DIRECT MAIL/STANDARD RESPONSE LETTER
SAMPLE STANDARD RESPONSE/DIRECT MAIL LETTER
INTRODUCTION TO SAMPLE TELEMARKETING SCRIPT
SAMPLE TELEMARKETING SCRIPT

Step 7. The Right List
VENDOR/SELECTIONS/FORMAT/QUOTE

Step 8. Communications Matrix
COMMUNCATIONS/MATRIX

Step 10. Lead Tracking
SALES PIPELINE REPORT

Step 11. Relationship Building Through Database Marketing
ACTIVITY/PRO/CON
PROJECTS AND MILESTONES

Step 12. Simple Project Management Tools
TIMELINES
MONTHLY PROJECT UPDATES
SALES REVENUE FORECAST

 

 

 

 

 

 

 

 

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