Proforma (Internal)

8 Strategic Advisors Positioning & Branding Vendor Support Earn More New Customers Sell More to Your Current Customers Team 400 Pillars Club & Million Dollar Club Pillars Club & Million Dollar Club Major Accounts are high potential ($100,000+) opportunities where purchasing decisions are driven by relationships, value-added programs, creativity and innovation. Proforma's Major Accounts Team assists in the development of account strategy proposals, presentations and business reviews to win and grow these large programs. With solid planning and commitment, Major Account development is a valuable long-term business strategy. Major Account success requires a true team approach between the Owner's local office and the Major Accounts team. Our team has developed a proven, successful plan to make the sales process, including responding to Requests for Information (RFIs) and Requests for Proposals (RFPs), more efficient and rewarding. Working with your background knowledge of the client, our experienced specialists offer expertise in scoping out the opportunity and advising on every step of the process, from strategy through proposal and presentation. The 24/7 Major Accounts Toolkit is also available on the iNET to assist Owners or Sales Representatives in every phase of Major Account development, from qualifying the opportunity through implementation and ongoing growth. There are also several Marketing tools Owners and Sales Representatives can utilize to win and grow Major Accounts: • 12-Month Marketing Plan (see page 11) • Digital Media Selling System (see page 16) • eCommerce Selling System (see page 16) Proforma Support Center Team Members can assist you in selling to major accounts: 1. Director of Business Development, Major Accounts 2. Proposal Specialist 3. Strategic Advisor Major Accounts • New accounts • Upsell and cross sell accounts • New acquisition accounts • Dormant accounts Appointment Setting The Appointment Setting Program is in conjunction with Sales Automation (see page 20). An Appointment Specialist will make up to four rounds of calls to each prospect throughout the month, identify the appropriate decision makers, and attempt to set an appointment. Participants will receive a full report of the campaign's activity at the end of the month, including all call notes by your Appointment Specialist. This service is for Proforma Owners or Sales Representatives participating in a Sales Automation campaign and is based on availability. 3 Keys to Success 1. Consistent participation – The more campaigns you participate in, the more opportunities will be gained. 2. Providing your own leads – Providing your own targets is the best way to ensure quality opportunities. Nobody knows your market better than you. 3. Communication with your Appointment Specialist – Make your Appointment Specialist aware of your schedule and any black-out dates by providing them with your calendar. Also, alert them of any cancellations and rescheduling needs as soon as possible. To sign up for sales automation, complete the enrollment form at www.proforma.com/salesautomation Suggested Usage:

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