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Sales
                                                         Hiring &
                                                                                                           Technology &
                                 Demand
        Executive
                                                                                                                                                            Directory
                                                                                                                                   Resources
   02   Executive           04   Demand             09   Hiring &            15   Sales              44   Technology &        51   Resources          55   Directory
                                                         Training
                                                                                  Management
                                 Generation
                                                                                                          Experimentation
        Summary
                                                                                  Management
                                                         Training
                                                                                                           Experimentation
        Summary
                                 Generation
       Executive Summary
       The Perseus Program was conceived with the modern sales and marketing
       landscape in mind.  This new approach starts with a deep understanding of
       sales and where Perseus fit in, its mission and goals.


       Modern telesales has certain tenets; proactive account based marketing, outbound engagement, and event triggered response.
       Perseus fills the outbound engagement role.  Perseus’ mission is to drive pipeline creation with speed and accuracy and bridge the gap
       between marketing and sales.  With its mission laid out, the team, its training, structure, operations and expectations all must be
       reexamined and re-imagined to those ends.  Finding the right people, conducting effective training, and organizing people in a way
       that allows them to be successfully, both professionally and personally makes that possible.  These components should serve the
       team’s mission statements and be the engine that drives its success.  The goals, people, and operations will only be as strong as the
       processes and technology that ties them all together.  The technologies embraced should reflect the needs and comfort level of the
       modern workplace and strengthen the team.  These technologies are impactful at every stage of Perseus’ process.  From marketing
       and lead generation automation, to scoring quality leads, every process is monitored to increase accuracy and measured for success.

       Targeted marketing campaigns and automation are only one of the team’s tech needs however as teams must also leverage
       communication and collaboration tools around them.


       This playbook will help define the Perseus Program.  The program’s
       journey is not over, as the expectation is that it remain agile and
       flexible, to examine and reexamine processes and technology and
       opportunities for improvement.  However the current methodologies                                                                                                    Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
       and tools have yielded very positive results.  The development and
       culmination of the program has also yielded content and best
       practices. This book will serve as a repository and resource to provide
       the further documentation and reading if needed.  Its aim is to detail

       these sections of the program, why it has proven successful, and
       provide a model for replicating and scaling that success.




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