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index creation

mapping influencers

PRIDE

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Questions that can help us probe and receive more details about a builder/project

Importance of doing homework which help as conversation builders

Details to track to ensure efficient usability

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The Thank you mail - post every meeting

The homework on the builder/person

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Buying process in B2B

Mapping and meeting decision makers

Index Creation

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Maintainig Index Properly

Handling Influencers and knowing the decesion makers

Usage of Pride

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Building CML & index

Understand Decision making

Preparation before meeting builder

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Index creation

Identifying decision maker

Pride

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Different type of Approches to the Projects

Identifying the decision makers

Building a CML and Index

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1. Index

2. CML structuring

3. PRIDE

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Probing

Process of identification

PRIDE process

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Get full ready before any meeting

usage of linkedln to gather information

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1. First meeting should be Preplanned and Prepared enough for second meeting.

2. Problem solving insted of salespitch

3. B2b process

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Talking to the right decision makers

how to approach sites

integration with functions

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research about the person

structure the pitch

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PRIDE frame work

Index making

Probing question

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index creation

mapping builders

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Mapping Decision Maker

Every Buyer have different Need

Buying Process

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Try to know more about Site before the visit

Message or mail after Visit saying Thank you

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- Contact person & stakeholder in project site

- Maintain Index sheet

- Pre-homework before visiting the site

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Structured work

Index

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Pre preparation before meeting builder/client

Linkedin check before meet

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Will start using PRIDE framework

Will start posting thank you mail after meeting

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Will Follow & let my team follow the same as well.

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How to pitch wider range of products

Upholding professionalism in interaction

Proper research and background checks before meeting

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Structured CML

Research before getting into meeting

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Index ~ multiple stake holders addition

First meeting ~ preparation PRIDE

Decision makers info

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1. Linkedin usage for knowing client

2. Thank you mail correspondence

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Will start implementing same with the team

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Tracking of CML

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Thank you Mail Post Meeting

Pre Prepration Before Meeting

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learning is conveyed to everyone in team

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Approach to implantation of new learning

Connect the right person to approach according to requirement

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Thank you mail

Gathering information before meeting

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1. Plan - Prepare - Problem solution

2. Identify decision makers mindset

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Integration with functions of AP

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Index : Multiple stake holders info

TI ~BI

First meeting : Pride framework

PSE ~Connect

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Implement learnings from the session for the team

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Implement the learning in market

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Thank You mail/ Message

To know more about the customer-LinkedIn usage

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Index generation via the process learned today.

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Collabration with APPS team for builder CML

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CH20 integration for Ice-breaking meeting.

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Importance of Relationship Building, Utilise relations of project clients with projects vertical, Index creation to have visibility on prospective clients

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Importance of Relationship Building, Utilise relations of project clients with projects vertical, Index creation to have visibility on prospective clients

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working on Index with Other AP team ( WP , Project sales , Dpro )

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Pre preprations for meetings, Mail/msg post meeting

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Pre preprations for meetings, Mail/msg post meeting

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Will start follow PRIDE framework and also let team to follow the same framework

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start implementing with team

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Researching the client before the meeting, probing to understand needs of the client 

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Researching the client before the meeting, probing to understand needs of the client 

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Meeting Project Sales team to create CML 

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Meeting Project Sales team to create CML 

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Formats to capture mapping info

Preparedness for meetings

going through professional profile of clinet

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Ensure team follows new formats

Ensuring team works in structured manner

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Implementing Do's and Don'ts consciously

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Post meeting message /Mail

Research on build info before 1st meeting

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Start indexing all decision makers