This is a presentation on building a prospecting process for new software engineering consulting companies delivered by Dmitri Artamonov, Nimita Mittra and Trevor Georgie at Harvard University on April 11, 2015.

1. Buildingasalesprospectingprocess

2. Agenda
• What is Dartamon Consulting?
• Discovering the prospecting process
• Interviewing vendors
• Prospecting techniques
• Interviewing customers
• Cold calling experiment
• Prospecting for leads online
• Partnerships
• ROI

3. Vendor Interview Process
•Prospecting
techniques
•Sales process
details
•Qualifying clients

4. CRM WOM Emails Networking/Conferences
• Trade shows
• Emails, cold calling,
referrals.
• Partnership channels
are strong in the
software industry
ProspectingTechniques

5. Prospecting
Leveraging your
network
Adminstration
ProspectingTime Management

6. Gutfeeling…
Qualifying

7. Customer Research

8. Cold Call Application

9. Cold Calling Results
59
37
15
2
Voicemail Junk Lead Gatekeeper Conversion
Conversion=
2/150

11. Application - Online
Ben (Behrooz) Zayandehroudi | 604-
354-1400
• BeYour Own Brand
• Be Accessible
• Be Personal

12. Application - Partnerships
• Find other organizations that could use you
• Subcontracting
• Technology vendors
• Business service vendors
• Use them as leverage

13. ROI and Results
Channel Name Time invested Cost Prospects found Cost per prospect
Cold calling 1 hr $15 2 30 min + $7.50
Google Adwords 2 hrs $792 0 Infinite
BingAds 2 hrs $100.8 0 Infinite
LinkedIn Ads 1 hr $50 1 $50 + 1 hr
Networking 20 hrs $200 15 1.3 hr + $13.3
Partnerships 5 hrs $500 3 1.67 hr + $167

14. Conclusions and Recommendations
• Starring Dmitri Artamonov, Nimita Mittra,Trevor Georgie
• Questions, limericks, off-color jokes?