Goal = Enhance or establish relationships
Auto Created Deals:
The system is designed to automatically generate a Deal 170 days before a product's contract expiration date, with the Deal stage set to Qualification. The Close Date will coincide with the expiration date of the Contract.
For Connectivity, the Technical Advisor Support Specialist will prepare a quote 60-90 days prior to expiration, noting important details for effective communication, associating a Contact(s), and updating the Stage to Proposal.
For Non-Connectivity, this process most likely will occur earlier prior to expiration.
Get to know the Company:
- At the Company level, check to see if the legacy base field (left hand side) is populated as TelcoWorks.
- Carefully review the Notes as it contains valuable information regarding upcoming renewals. This includes details about the type of service they are subscribed to, account number(s) and who the service provider is. Furthermore, you may find details about the previous Salesperson or other individuals they have engaged with. If their association dates between 2012-2017, they may remember us as MicroCorp, 2017-2022 as Premier Technology Group. Leveraging this information may help with our credibility.
- Under the right hand section or what is known as Associations, the Contact(s) are listed. If no contact is listed, google the website, LinkedIn, or Zoominfo.com to determine if they are valid and/or if they are still with the company.
- Confirm if a Referral Partners association is listed.
- Review the Contract that will provide expiration date and Account Number.
Attempts:
There should ALWAYS be a Task against a Deal and due date should be present or future.
ALWAYS intitiate phone calls, emails, and meetings in Hubspot.
Email the contact(s) that highlights potential savings, relevant history, service location, renewal type, and account number. If applicable, attach a Proposal and suggest a call with our Senior Sales Specialist who can provide additional insights on renewal benefits.
1st Attempt:
Check if the recipient opened the email. If they did not, follow up by replying to the email one week later on a different day.
2nd Attempt:
Check if the recipient opened the second email. If they did open it but did not respond, follow up with another reply. If they didn't open it and is Comcast, be sure to include our Comcast Channel Manager in the email for any detailed inquiries they may have.
3rd Attempt:
If they didn't open the email, call without leaving a message OR find alternative contacts via the website, LinkedIn, or Zoominfo.com or call the main number.
If answered, confirm correct contact and contact information and explain we'd like to bring on our Senior Sales Specialist, Krista, for further discussion, or arrange a meeting with Krista if necessary.4th Attempt:
Call, offer to bring on Krista or meeting or leave a message OR find alternative contacts via the website, LinkedIn, or Zoominfo.com, or call main number or route to another department.
5th Attempt:
Call again a week later.
If after 6 attempts or 90 days with no response, escalate.