TSF Script Development TSF Script Development

Who are our Clients?Who are our Clients?

Eight Step Set-Up Process Eight Step Set-Up Process (Optional)(Optional)

Prior to launching telesales campaign

CONTINUALLY MONITORED BY TELE-SALESFORCE.COM

STEP 1:STEP 1:

Team Team DiscussioDiscussionnConference Conference call with TSF call with TSF Operations Operations and your and your team to team to understand understand your your requirements requirements and definition and definition of successof success

STEP 2: STEP 2:

RESEARCRESEARCHH

IndustryIndustry

CompanyCompany

CompetitioCompetitionn

10-Q10-Q

FinancialsFinancials

Value Value PropositionProposition

STEP 3: STEP 3: INTERVIEWINTERVIEWSSTSF interviews TSF interviews Executive Team Executive Team and Account and Account Executives. Executives. What is What is working, what is working, what is not? Do you not? Do you currently have currently have a list, a script? a list, a script? What SIC codes What SIC codes are you are you targeting?targeting?

STEP 4: STEP 4: SCRIPT SCRIPT CREATIONCREATION Script Script template template provided to provided to customer customer project lead. project lead. Client to work Client to work on first draft. on first draft. TSF to work TSF to work on edits and on edits and suggestionssuggestions

STEP 5: STEP 5: SAMPLE SAMPLE CALLSCALLS

TSF will TSF will select/train select/train agents and agents and provide provide MP3 MP3 recordings recordings to to customercustomer

STEP 6: STEP 6: CLIENT CLIENT FEEDBACFEEDBACK K Gain Gain insight insight from client from client on script on script and and telesales telesales sample sample callscalls

STEP 7: STEP 7: ESTABLISH ESTABLISH REPORTINREPORTING G PROTOCOLPROTOCOL Conference Conference call between call between Tele-Sales Rep Tele-Sales Rep and Account and Account Exec.Exec.

STEP 8: STEP 8:

CAMPAIGCAMPAIGN LAUNCHN LAUNCH

Tele-Sales Tele-Sales Rep begins Rep begins calling into calling into accounts accounts on the list. on the list. MP3 MP3 Recordings Recordings available available upon upon request.request.

Additional Services Available:Tele-sales list creationInbound Call Center OperationsCustomized ReportsWebinarsProactive Chat Support

After successful campaign launch:Daily/weekly reports of activityConstant feedback loop with Account ExecLead form sent for every lead

To get the assistant to call you back to set up an appt or get more information

Hi, (ASSISTANT), this is Tara Daniels, calling on behalf of CONTACT NAME, Vice President of Business Development at Company ABC.

Company ABC helps companies like Dell and Nissan monitor and make adjustments to their supply chains enabling them to decrease cost and improve customer satisfaction. We are hosting a free webinar and would also like to invite ___________ to our upcoming seminar in _______________.

My number is ______________ and again, this is Tara Daniels, with Company ABC. Thanks, (ASSISTANT)!

Objective:Voicemail Script – AssistantVoicemail Script – Assistant

To get the VP of Supply Chain (or VP of Operations) to call you back to commit attendance.

Primary:

Hi, (ASSISTANT), this is Tara Daniels, calling on behalf of CONTACT NAME, Vice President of Business Development at Company ABC.

Company ABC helps companies like Dell and Nissan monitor and make adjustments to their supply chains enabling them to decrease cost and improve customer satisfaction. We are hosting a free webinar and would also like to invite you to our upcoming Vista seminar in _______________.

My number is ______________ and again, this is Tara Daniels, with Company ABC. Thanks, (ASSISTANT)!

Objective:

Voicemail Script – TargetVoicemail Script – Target

Objective: To get a confirmation with the VP

““Dialogue” ScriptDialogue” ScriptVP VP

(supply chain or (supply chain or VP of VP of Operations)Operations)

OROR

Director of Supply Director of Supply Chain, Director Chain, Director of Operationsof Operations

OR OR

Director of Director of TransportationTransportation

OR Warehouse OR Warehouse ManagerManager

Hi, ______, this is Tara Daniels, with Company ABC calling on behalf of Hi, ______, this is Tara Daniels, with Company ABC calling on behalf of CONTACT NAME, VP of Business Development at Company ABC. CONTACT NAME, VP of Business Development at Company ABC. Company ABC helps companies like Dell and Nissan monitor and make adjustments to their supply chains enabling them to decrease cost and improve customer satisfaction.

_______, the reason for my call is to invite you to a web meeting with _______, the reason for my call is to invite you to a web meeting with our Vice President to discuss your supply chain and to share a few case our Vice President to discuss your supply chain and to share a few case studies with you about companies with similar supply chains. studies with you about companies with similar supply chains. Specifically, Mr. Conover would be happy to discuss strategies around Specifically, Mr. Conover would be happy to discuss strategies around inbound planning, logistics management, order fullfillment, service inbound planning, logistics management, order fullfillment, service management or whatever aspects of the supply chain are important to management or whatever aspects of the supply chain are important to you.you.

Would _________ or ____________ work for you for a brief 15 minute Would _________ or ____________ work for you for a brief 15 minute conversation?conversation?- YES. Sure. Then ask for the proper time.- YES. Sure. Then ask for the proper time. Tell me more about Company ABCTell me more about Company ABC Sure. Company ABC is _______________________________ the leading provider of Sure. Company ABC is _______________________________ the leading provider of supply chain software serving companies in high tech, automotive, and 3PL. We supply chain software serving companies in high tech, automotive, and 3PL. We typically find significant opportunity by providing a platform of supply chain visibility typically find significant opportunity by providing a platform of supply chain visibility and tools to adjust the flow of goods as they are moving throughout the chain.and tools to adjust the flow of goods as they are moving throughout the chain.I’m not the right personI’m not the right personI see ___________. Would you mind referring us to the appropriate person within I see ___________. Would you mind referring us to the appropriate person within your company who might be interested in supply chain improvement techniques?your company who might be interested in supply chain improvement techniques?No, not now…No, not now…I understand that you are busy, is there a better time to try you back I understand that you are busy, is there a better time to try you back later today, or perhaps next week? IF NO. Well _______, we will be later today, or perhaps next week? IF NO. Well _______, we will be hosting a few free upcoming webinars, can I confirm your email address hosting a few free upcoming webinars, can I confirm your email address and invite you to one of them?and invite you to one of them?

Handling ObjectionsHandling ObjectionsTell me more about Tell me more about

Company ABCCompany ABCSure. Company ABC is _______________________________ the leading Sure. Company ABC is _______________________________ the leading provider of supply chain software serving companies in high tech, automotive, provider of supply chain software serving companies in high tech, automotive, and 3PL. We typically find significant opportunity by providing a platform of and 3PL. We typically find significant opportunity by providing a platform of supply chain visibility and tools to adjust the flow of goods as they are moving supply chain visibility and tools to adjust the flow of goods as they are moving throughout the chain.throughout the chain.

We are not looking to We are not looking to make improvements make improvements in our supply chain or in our supply chain or we have another we have another solution already.solution already.

That’s excellent ___________, almost 100% of the companies that we That’s excellent ___________, almost 100% of the companies that we work with do already have something in place—or they would not be work with do already have something in place—or they would not be successful. We bring decades of supply chain experience to the successful. We bring decades of supply chain experience to the table, and best practices from the likes of Dell and ___________. We’d table, and best practices from the likes of Dell and ___________. We’d appreciate just 10 – 15 minutes of your time to determine if we can appreciate just 10 – 15 minutes of your time to determine if we can compliment your current solutions?compliment your current solutions?

I’m just not interested.I’m just not interested. Do you mind my asking why not? Is there someone else perhaps Do you mind my asking why not? Is there someone else perhaps that would like to learn about how we’re improving global supply that would like to learn about how we’re improving global supply chains? chains?

No budgetNo budget That is no problem. We are simply trying to identify organizations That is no problem. We are simply trying to identify organizations that may benefit from working with us, and earn your business over that may benefit from working with us, and earn your business over the long-term.the long-term.

No, not nowNo, not now Perhaps you’d be interested in providing me with your email Perhaps you’d be interested in providing me with your email address so that we can invite you to our upcoming Vistas seminar in address so that we can invite you to our upcoming Vistas seminar in _______________, and we can keep you up to date on the industry _______________, and we can keep you up to date on the industry webinars that we are sponsoring this year.webinars that we are sponsoring this year.

How are you different How are you different from other from other companies?companies?

Company ABC has been around since __________ and is a proven Company ABC has been around since __________ and is a proven technology with rapid ROI. Mr. Conover will actually be answering technology with rapid ROI. Mr. Conover will actually be answering those questions for you during the brief conversation.those questions for you during the brief conversation.

I get 40-50 sales calls a I get 40-50 sales calls a day … why should I day … why should I spend 10 minutes spend 10 minutes with youwith you

__________________________