Steps in Lead Generation Program

Gather Requirement: provide individual guidance, training and accountability. This includes (2) four hour sessions or (1) eight hour session with the direct manager.

Personal coaching is extremely beneficial in that it helps PSCG understand what it is we need to do for your company. Many times you may not know what you need in order for your company to move to the next level and there might be challenges you are not aware of. Therefore, PSCG will go through a discovery process in order to understand how we can make the quickest and most surgical impact based on your symptoms (challenges).


The Responsibilities

Methodically prospect, educate, and qualify inbound leads via phone and email to create sales-ready opportunities

Research accounts to understand need, enable effective follow up, and generate interest

Become a credible resource and develop trusted relationships with prospects

Collaborate with marketing program managers to support successful outbound campaigns

Team closely with Account Executives (Client) to research, nurture, and penetrate target accounts

Disseminate opportunities to the sales team, educating rep as necessary about the opportunity

Successfully manage and overcome prospect objections

Track all prospecting and lead management activities in Sugar CRM

Proactively look for opportunities to improve, optimize end-to-end lead management and other sales and marketing processes

Consistently achieve qualified opportunity quotas to ensure territory revenue objectives. Must have an assigned territory.

A Sales Associate Sales Associate (SA) will play a key role as we continue to build out your sales and marketing engine to support your fast-growing business. The SA closely with marketing to support outbound campaigns – managing the inbound marketing lead flow in a territory, qualifying buying interest, and cultivating opportunity in target accounts. The SA will also coordinate closely with the national and regional account sales teams to support research and prospecting activities for priority accounts to secure a sufficient flow of additional qualified opportunities.

The SA very often has the first (and therefore most important) opportunity to make a positive impression on a prospect so you will be responsible for ensuring a positive experience that will set the stage for effective sales follow-up. Armed with a proven track record as an SA, this person will have the opportunity to move into an Business Development Manager role. It’s a great path to a fantastic career in sales.

After 12 months from date of agreement member may request SA work at client’s site.

Member, Coach and SDR must all agree in writing and there will be a 30 day transition period.

ONGOING DEVELOPMENT: Quarterly Work Shops for sales and sales management; these highly focused interactive workshops will be delivered via online meetings and or conference calls hosted by PSCG.

Quarterly Workshops (provided face-to-face o via broadcast)

Member Seminars are complimentary and mandatory as part of your membership (the value of this type of seminar is $179.00). You are allowed to bring any staff members or other business owners as your guests to these seminars at no cost to them or to you.

Client Responsibilities

1. Buy Jigsaw, zoom info, or other data list service

2. Training with the SA and BDM

3. Travel/Entertainment expenses reimbursed

4. Have CSV files imported to their SFA (charges may apply)

5. Purchase of Yesware

6. ZoomInfo (PSG has a discounted price)

7. Google Apps ( 1 License)

8. Client is responsible for providing lists, having someone research

target companies and providing emails for each of the targeted

contacts. (PSG will provide procedure using ZoomInfo) This enable us

to prospect and a much faster pace.

PSCG Responsibilities

1. Our systems Sales Force Automation system

2. Send CSV file from Our systems to clients SFA

3. Will assist with set up of training plan

Client & PSCG Responsibilities

ICP ideal client profile/red flags

Write several emails 6-10 needed (the first3 emails for A/B testing)

Training at clients office or via webinar for SA

Plan training- assist client in developing Business Development Manager

Commission structure for SA and Account Executive