Appendix B

Tools for Building the Executive Relationship

SALES OPPORTUNITY PROFILE

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Describe the client’s application or project.

What is the basis for your pursuit of this opportunity?

Outline the solution that will enable you to effectively compete for this opportunity.

Can you win this opportunity by calling on executives with whom you’ve already established a relationship? If NO, who else will you need to establish a relationship with?

Who is the relevant executive for this sales opportunity?

How will you gain access to that executive?

INITIAL EXECUTIVE TELEPHONE CALL PLANNER

ROADBLOCK WORKSHEET

Which executive are you attempting to ...

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