Perfect Prospect Profile CEO CHARLES PERSONALITY Introvert Extrovert

Perfect Prospect Profile – CEO CHARLES PERSONALITY Introvert Extrovert Analytical Creative Conservative Liberal Sales don’t improve by chance, Passive Active they improve by change. Age 51 Position CEO/Managing Director Family Married with 2 boys Home United Kingdom Hobbies Football, Rugby TOP FEARS • Fear of making a mistake • Fear of disrupting what’s working • Fear of upsetting his team TOP PAINS & FRUSTRATIONS • Inconsistent Sales Results • Little or no new lead generation • Staff unwilling and or unable to generate new leads • Little or no structure or systems in place • Organic growth exhausted and business is now stalled GOALS & DESIRES • Predictability in the sales results • Sales systems and processes in place • Sales people to be engaged & pro-active • Business to run without them • Effective Leadership teams to share the responsibility DREAMS & ASPIRATIONS • Grow their business • Dominate their market • Develop and evolve their Business • Sell & exit their business • Buyout from Industry competitor TRIGGERS • New company • New role in company • Q 1+ results • Boar Meeting SOURCES OF INFORMATION BOOKS Good to Great, What got you here, won’t get you there. Five Dysfunctions of a Team, Winning, WEBSITES & BLOGS Inc, CEO World, Chief Exec Net, Financial Times, Smart CEO, CONFERENCES IOD, CBI, COC, + Industry GURUS Michael Hyatt, Jack Welch, Daniel Goleman, Simon Sinek ASSOCIATIONS/CHARITIES ES, Entrepreneurs In Residence, Vistage, Mac. Millan, Dementia UK COMMON SALES OBJECTIONS We already have a system We don’t have time to do this How long will this take to work Our industry & business is different This is expensive

Perfect Prospect Profile – VP of Sales Mark PERSONALITY Introvert Extrovert Analytical Creative Conservative Liberal Sales don’t improve by chance, Passive Active they improve by change. Age 41 Position VP of Sales Family Married 1 boy + 1 girl Home United Kingdom Hobbies Running, Skiing TOP FEARS • Fear of making a mistake • Fear of disrupting what’s working • Fear of upsetting his team TOP PAINS & FRUSTRATIONS • Inconsistent Sales Results • Little or no new lead generation • Staff unwilling and or unable to generate new leads • Little or no structure or systems in place • Organic growth exhausted and business is now stalled GOALS & DESIRES • Predictability in the sales results • Sales systems and processes in place • Sales people to be engaged & pro-active • Sales to run without them • Effective Leadership teams to share the responsibility DREAMS & ASPIRATIONS • Grow their sales • Dominate their market • Develop and evolve their Sales • Promotion • Headhunted within their industry TRIGGERS • New company • New role in company • Q 1+ results • Board Meeting SOURCES OF INFORMATION BOOKS Crush It, Influence, Challenger Sale WEBSITES & BLOGS Inc, CEO World, Chief Exec Net, Financial Times, Smart CEO, CONFERENCES IOD, Sales Innovation Expo + Industry GURUS Jill Konrath, Mike Weinberg, Robert Caldini, Gary Vaynerchuck ASSOCIATIONS/CHARITIES ES, Entrepreneurs In Residence, COMMON SALES OBJECTIONS We already have a system We don’t have time to do this How long will this take to work Our industry & business is different This is expensive