This document outlines the discovery meeting process for Level180's deal management, including verbal agenda, discovery questions, impact questions, and closing steps. The follow-up email includes a summary of challenges, examples of clients, ideal client profile, and target personas. It is the role of the BDR to follow these processes

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Education and Selection

Discovery meeting - set by SDR/BDR

Verbal agenda

Intro to Level180
Understand more about your business
Agree on the next steps, if there are any

Discovery questions (the goal is to have a conversation with the prospect)

Ask about the company’s history
Why did you join the call today?
Do you have any goals/targets when it comes to sales? What? By When?
Tell me about your sales process, from MQL to deal won.
How do your deals convert from stage to stage?
What volume are you dealing with?
Where do you think your biggest struggle lies? Why?
What have you done to resolve it?
ICP questions:
- Locations of Ideal Clients:
- Typical size of business in terms of employees:
- Specific technology they currently use:
- What industries would you like us to target:
- What are their titles within the company:
- Can you also provide some examples of your existing clients:

Impact questions (through the call):

What impact would it have if we took care of that for you, and booked meetings in your diary?
What happens if you don’t make those goals?
What happens if this isn’t resolved?
How would it impact your business if leads came to you?
How much, on average, is a client worth to you?

Closing:

Confirm issue and ensure that we can solve them (if we can)
Discuss next steps:
- We’ll send some questions regarding their target market
- They respond
- We send some suggestions
- We meet to discuss the suggestions
Book next meeting

Send follow-up email:

Summarise challenges (1-2 max)
Give examples of clients we’ve recently helped with similar challenges
Ideal Client Profile:
- What is the size of the target market in terms of employees?
- What location/s are they based in?
- What industry/ies do they operate in?
- Do they use any technology that will make them easy to identify?
Target personas:
- What are their roles in the company (CEO/Operations, etc.)
- Seniority
- What are their goals?
- What stops them from achieving those goals?
Example email

Send the director’s email:

For prospects that look promising, get the director to send a follow-up / introductory email to the client. Sample found here.

Prepare proposal

Create a client folder on the Level180 clients folder in Google Drive
Research the target market to determine if there are enough prospects.
Develop Return on Investment (ROI). (This is based on info received in discovery call)
- Assumptions (conservative):
  - 6 new clients a year
  - Increased billing of R 60,000 per month
  - ROI: 300%
Develop the proposal on Canva
Send proposal via email
- Include how we think we can help them and include the ROI on the email body.
- Attach the proposal to the email body.
- Save the email proposal to the client folder in Google Drive.

Follow up meeting

Discuss proposal
Address any concerns
Push for close: Is anything stopping you from moving forward with this proposal?

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