IQEPIC - Identify - Account | Customer Qualification

Warm Up Question: If you could be any pet for a week, which would you choose to be?

• Cat

• Goldfish

• Dog

• Bird

What were the main reasons you stood in front of a stakeholder of an account to NOT be able to go ahead with the sales process?

• Not the decision maker

• Wrong timing

• Did not know me or BIOTRONIK

• Didn't see the need or were not aware of it for a BIOTRONIK solution

• Didn't have a budget or budget (process) set up yet

How have you verified how qualified your stakeholder is in the sales process?

• By asking questions

• Never Assuming

• Always re-qualifying

• Do my best

Which characteristic is answered by following question:

Do you have access to the decision maker(s)?

• BIOTRONIK Need Awareness

• Sense of Urgency

• Legitimate Authority and Ability to buy

• Trust in BIOTRONIK and yourself

Which characteristic is answered by following question:

Do you have credibility with the physician, staff and or administrators?

• BIOTRONIK Need Awareness

• Legitimate Authority and Ability to Buy

• Trust in BIOTRONIK our yourself

• Sense of Urgency