Business plans—Prospect classification & management

(O) Opportunities

  • These are professionals who have not been contacted initially and are not yet prospects
  • They include physicians unfamiliar with our products, administrators we want to do business with, or current clients who can expand their instrumentation portfolio.

(IC) Initial Contacts

  • Face-to-face meetings with decision makers for which a specific time is scheduled to meet and/or discuss new product usage or expansion.

25% Prospects

  • Prospects who have committed to the next step, but for some identifiable reason, do not meet the criteria for a 50% Prospect.

50% Prospects

  • The proposal of xxxxxx products and implementation makes sense to decision maker. There is a definite timeline which matches our average sales cycle. There is an identifiable next step with this person.

90% Prospects

  • Physicians/Prospects who have provided a verbal agreement to use xxxxxx products

(C) Closed

  • Customer of xxxxxx
  • This column represents future prospects to be re-circulated to Opportunities Column for new or existing product sales.
Criteria Strategy Questions
O Not Yet Contacted

What other prospective clients can we call upon?

What % of new Opportunities are existing clients?

What type of professional can fit into this category?
IC Face-to-face Meeting Scheduled

Are each day’s appointments close together?

What other key personnel should be met on this visit?

What commitment or next step will be required before meeting closure?
25% Information Needed to Gain Commitment

What are other examples of similar success stories we have had?

What will it take to move this prospect to 50%?

Who are they buying from? How did they choose that company?

Why should they change?

What are the decision maker’s concerns?
50% All Objections Met

Why is this proposal beneficial to prospect?

What is the timeline for implementation?

Who are we competing against?

What do they offer?
90% Verbal Agreement

Is this meeting to close or advance the sale by implementation?

What specific plan has been suggested?

Do we have a verbal agreement to do business?
C xxxxxx Customer

What are the future products, devices, or techniques pertinent to re-qualify this customer as a new prospect?
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