Lead/ProspectDouble Team

RevisitOrientation/

training

BestPractices

RecruitingMethodology

Heft Program Supporting the Rep Network

Tracking/Grading

ClearTermination

Protocols

Annualize; add Webinar/roundtable

On message

Lead follow upprotocols

Modified ‘three strikes’Targeted turnover

AppointmentSetting

CoordinatedFollow-ups

Revisitescalations

InnovationAlerts(VEM)

ProactiveSampling

Double-teamFollow-ups

Customer Outreach

• New application Innovations should be shared:

• Contacts• Suspects• Prospects• Customers

Lead follow up

Co-branded outreach:

• Innovation alerts• Newsletters• Samples

Newsletter

• Add application videos

• ‘Skin’ for reps

• Opens 16-28% (20.45% avg)

• CTR 7-25% (13.3% avg)

• Performance milestones (size, capability)

• New feature• Demonstrations

• Custom-to- product

Plus, returning to the well