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First, Find New People
Purpose As a salesperson at DORIS, it's crucial to understand that inbound leads will not come automatically; proactive networking is essential to identify and connect with potential clients. Unlike traditional sales models where customers seek out services, ...
DORIS Contact Types
It is important to classify the types of people you are meeting and prioritize where to spend your valuable time. There are three types of people in the DORIS sales network. They are described below along with suggested amounts of time to spend with each. Co...
Reach Out to People!
Each day/week, a DORIS salesperson is responsible for a specific number of outreach attempts to connect and meet with people. This is a leading indicator behavior. Without a concerted effort to reach out to people to schedule meetings, lagging indicators such ...
The DORIS Comprehension Pyramid
A DORIS salesperson is expected to be in multiple meetings each week. Leverage the following framework to ensure the efficacy of each meeting. DORIS uses the pyramid below in identifying where end users are in the sales process – noted in Chapter 1 in Classif...
Pre-Meeting
Preparation includes Start Notes document in Google Drive If notes document already exists then review any previous notes Copy template to Business Development with Person's Name Prepare agenda Establish the intended goal of the meeting Identif...
During the Meeting (General Agenda)
Historical Review, recap for everyone in the meeting how we all got here today. Share what you want to cover in the meeting (this is your pre-established goal of the meeting). This could include but is not limited to the below. Learn more abou...
Specific Behaviors for Each Contact Type
End Users Objective: Understand their needs and position DORIS as a solution Focus primarily on asking questions and listening: Inquire about their organization's structure and goals Explore current challenges they're facing Understand t...
Post-Meeting
1. Be sure to fill in all notes on your pre-loaded notes page for that contact. Enter your meeting in the Black Box for tracking Rate the meeting Action Items: Be sure to follow up on any promise action items If not immediate next ste...
PSAM General Information
Strategy As a DORIS sales person it is your job to determine if a prospect is a good fit for a PSAM to be conducted. Things to look for include: Do they care enough about this problem to take action Do they have a budget to engage DORIS Do you...
Conducting a PSAM
Purpose Convene the entire decision-making leadership group to understand all aspects of their problem space. They are heard and DORIS ensures that the research is the correct next step. Responsible Party Market Principal and Operations Team Member (Lead Pr...
Post - PSAM :: Creating a Scoping Document
Purpose DORIS creates a scoping document for the prospective client for two reasons: Synthesize the data heard from the meeting into an easily understood format Reflect back to the client what we heard and what DORIS can help them solve Responsible Par...
Creating a Proposal Fee Document
Purpose Presenting the client with a proposed fee is the final step prior to contracting. This document outlines the promised deliverables and activities DORIS will provide within that scope. Responsible Party Market Principal (with support of Owners) Inte...
Scoping Review Meeting
Purpose The scoping review meeting is different from the fee review meeting. This meeting is to ensure that DORIS correctly heard from the leadership team the direction and purpose of the possible research project. Responsible Party Market Principle Interd...
Fee Review Meeting
30-minute meeting Client Attendee :: ONLY the client decision-makers Agenda Quick check-in on how things are going after the scoping review meeting. What were people’s thoughts? Review the fee. What does the decision-maker need t...
Contract Signing
Purpose Working with the client’s standard contracting processes and DORIS’s leadership, this is the final step before a project goes to operations.t Responsible Party Market Principal (with Owner support) Interdependencies Fee has been agreed upon by bot...
The Newsletter Process
Step 1. Draft Newsletters Written internally Reviewed for grammar, spelling, and readability Have at least 3 newsletters ready at any given time Step 2. Add New Names Administrative assistant sends marketing team new names with emails to add to the ...
How it should look, sound, and feel.
A People Manager at DORIS Embodies the DORIS values Can represent those for others to see and hear Makes time for people - are there for each other Encourages people to talk to each other to manage conflict before getting involved or es...
Meeting Cadence
Cadence of People Managing Check ins are preferred in person, but weekly check-ins can be virtual. Weekly Check-in with direct supervisor (in person or virtual) Monthly Check-in with Tooman (or VP/Director once DORIS grows) - (...
Weekly Check-Ins
Purpose A quick touch base to ensure open lines of communication - this is NOT a tactical meeting to discuss specific projects or to-dos. It is meant for more relational work, training, and professional development. It is more employee-focused than DORIS oper...
Monthly Check-In with Tooman
Purpose Intentional time with each employee with higher-level leadership. Duration = 45 minutes Preferred in person at DORIS office Agenda How’s it going? Personal At DORIS Professional Development / Rock Work Progress ...