Step Into DORIS Sales
All of the steps included in the DORIS Sales Process
Find New People
Insights into how DORIS looks at networking and business development.
First, Find New People
Purpose As a salesperson at DORIS, it's crucial to understand that inbound leads will not come a...
DORIS Contact Types
It is important to classify the types of people you are meeting and prioritize where to spend you...
Reach Out to People!
Each day/week, a DORIS salesperson is responsible for a specific number of outreach attempts to c...
Meeting The People
The DORIS Comprehension Pyramid
A DORIS salesperson is expected to be in multiple meetings each week. Leverage the following fram...
Pre-Meeting
Preparation includes Start Notes document in Google Drive If notes document already exists ...
During the Meeting (General Agenda)
Historical Review, recap for everyone in the meeting how we all got here today. Share wh...
Specific Behaviors for Each Contact Type
End Users Objective: Understand their needs and position DORIS as a solution Focus primaril...
Post-Meeting
1. Be sure to fill in all notes on your pre-loaded notes page for that contact. Enter your ...
PSAMs
PSAM General Information
Strategy As a DORIS sales person it is your job to determine if a prospect is a good fit for a P...
Conducting a PSAM
Purpose Convene the entire decision-making leadership group to understand all aspects of their p...
Post - PSAM :: Creating a Scoping Document
Purpose DORIS creates a scoping document for the prospective client for two reasons: Synthesi...
Creating a Proposal Fee Document
Purpose Presenting the client with a proposed fee is the final step prior to contracting. This d...
Sinching the Sack (i.e. closing the deal)
Scoping Review Meeting
Purpose The scoping review meeting is different from the fee review meeting. This meeting is to ...
Fee Review Meeting
30-minute meeting Client Attendee :: ONLY the client decision-makers Agenda Quick check...
Contract Signing
Purpose Working with the client’s standard contracting processes and DORIS’s leadership, this is...