PTCA
Product Lines
Sales Nomenclature
Cold Calling
Client Visits
100
The "P" in PTCA

What is prospect?

100

Who would you reach out to for ERP opportunities? 

Who is Jordan Goldberg? 

100

The amount charged to the client minus any discounts

What is Bill Rate? 

100

What is the purpose of a cold call? 

What is to set a meeting? 

100

Expected number of CVs as an AM1 once ramped up 

What is 10? 

200

What client contact status does not directly influence hiring decisions but provides info and access to key decision makers? 

What is an Advocate? 

200

Leader of our Creative Product Line

Who is Lindsay Mahoney? 

200

The difference between our revenue (bill rate) and our cost of good sold divided by our revenue 

What is Margin? 

200

How many times should you push for the meeting on a cold call? 

What is 3? 

200

What is the hardest visit to get in sales? 

What is the 2nd visit? 

300

How often you should reconnect a Target client contact

What is 45 days? 

300

Client has a need for 24/7 support or around the clock project coverage

What is International? 

300

Dexian's market share goal at each client

What is 20 %? 

300

How many touches does it usually take to reach a prospect? 

What is 8? 

300

How many in-person visits should you target a week? 

What is 6-8? 

400

Client that see us as strategic partners? 

What is an Account? 

400
 Name Dexian's Product Line Offerings 

What is IT Solutions, Creative, ERP, Non-IT, International, and Talent Development 

400

A fixed dollar amount added to the pay rate 

What is Markup? 

400

Name 3 tools you can use for prospecting and cold calling? 

What is: Linkedin, Zoominfo, Or Bullhorn
400

The 3 steps of the sales cycle 

What is Qualify, Convert, Build 

500
Name the 8 BDP Criteria components 

What is: 

Geography 

Gross Margin 

Business 

Specialties 

Volume

Frequency

Hiring Process 

Sales Channels 

500

Client needs in-house expertise to build and maintain modern applications 

What is IT-Solutions?

500

Our 3 competitive advantages 

What is Interview Times, Resume Review, and Exclusive Business 

500

Overcome this objection: We are on a hiring freeze, call me back in October. 

Answers Vary