M E M B E R S H I P - B A S E D B E S T P R A C T I C E S F O R S A L E S & M A R K E T I N G

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quo·rum (kwôrm, kwr-) n.1. The minimal number of officers and members of a committee or organization, usually a majority, who must be present for valid transaction of business.2. A select group.

SOLVING THE CHALLENGES OF GAINING AND CLOSING MORE BUSINESS - TOGETHER

SALES & MARKETING BEST PRACTICES ROUNTABLE

THE

Business to Business networking, best practices and challenge solving is the heart of the QuorumGroup .

Business to business (B2B) is defined as companies that are actively deriving more than 80% of theirnet income from sales to other businesses. The Quorum group does not advocate membership byB2C (Business to Consumer) companies by charter. A B2C company derives 60% of it’s business fromselling directly to consumers.

Multilevel structured companies may apply for group candidacy if they sell primarily to business andonly advocate the sales of their product or service and not engage in recruiting of group members.

Any new group candidate must submit an application for consideration for membership.Membership is determined by a group majority of 80% or more. Group members must feel that thegroup candidate will contribute knowledge, leads and business value to the group. Participation inother networking groups or best practices groups is acceptable with the knowledge of suchparticipation by the group.

Group membership is at will and is not guaranteed. The group relies on a successful weekly quorumof members. Excessive absence or tardiness may invalidate your participation in the group. Thegroup is built on trust and attendance and both are relied upon to maintain the health of theorganization. Please inform group leader three days prior to the group meeting date if you will notbe attending.

Members are strongly encouraged to invite one potential new member each quarter and alsoencouraged to bring at least one lead opportunity to another group member per quarter. Buildingbusiness within the group is a cornerstone of the group health. Group candidates should be invitedONLY if there is no other person in the group in the same industry.

Group dues must be submitted quarterly and on time to remain an active member. Current dues aresubject to change with advance notice.

Other terms and conditions may be outlined in the group application or terms of service.

GROUP PURPOSE & MISSION

MentoringProvide a safe environment of non competing companies where members can share asales/marketing or business challenge with the group and get feedback and advice.

FeedbackCreate a sharing environment where feedback is valued and respected. Group members areencouraged to help others in the group by participating in the conversation where they haveknowledge and advice.

Peer GroupsCreate a group of motivated and successful individuals selling to businesses. Memberswould includes sales professionals, marketing professionals & business owners.

Sounding BoardA place people can bring challenges and ideas to a group of people who are motivated tohelp them move the challenge or idea forward,

Best Practices & TrainingMembers will share their successes with the group that have helped them close morebusiness, find new markets or engage with more suspects/prospects. Trainers in the area ofsales, marketing , NLP or business strategy are encouraged and invited to speak with thegroup.

LeadsGroup members are highly encouraged to exchange leads with others in the group. Groupmembers should be committed to referring other group members to their network andbringing in group abilities into sales engagements.

1-to-1 MeetingsWe encourage group members to create partnerships in the group with those who can helpthem get in front of more qualified prospects. Meeting with other group members on a oneto one basis outside of group hours insures deeper understanding of potential businessbuilding relationships.

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Announcements

5 Minutes - no more than 30 seconds per announcement please.

Quick Intro

Business type and question of the week.•Long Intro for Chosen Group Member

•:30 Seconds

Best Practice

Presented by scheduled speaker. 10 Minutes

Business Challenges

2 Minutes to Present - non-responding input on challenge - 5minutes. Responding to challenge and solution clarification - 5minutes (Total time investment of 12 minutes. )

Quick challenge of the week

Time allocated 5 minutes total.

Prospect of Client Introduction

One client per week - 2 minutes for introduction and discuss thepeople in the group that might be a good provider and what theselling party might say to the prospect to help introduce others inthe group to the opportunity. 1 minute per provider to identifyhow the seller could introduce them into this opportunity. Nomore than 15 minutes total for exercise.

Rotates over 4 weeks to include:• Base 30 Second Profile• Value Add Profile• Ideal Customer Prospect Profile• Ideal Power Partner Profile

Sample Profile of Current Members

• Commercial Real Estate Specialist• Credit Card Processing Specialist• Legal Benefits Specialist• Medical Benefits Specialist • Mortgage Benefits Specialist• Packaging Specialist• Sales Development Specialist• Sales Team Management Specialist• Sheet Metal Fabrication Specialist• Commercial & Residential Insurance Specialist• Small Business Attorney• Business Receivables and Funding Specialist• IT Services Specialist• Highly Experienced Business Coach

Seeking Members in All Areas of

Business to Business Selling including:

• CPA – Accountant• Marketing Specialist• Other B2B Professional

10 South 3rd St3rd Floor

San Jose, CA 95113

Parking meters areavailable near thebuilding. They aref r e e u n t i l 9 : 0 0 .For those who willremain after 9:00there are nearby lots.

The group is currently $69.00 perquarter while we build the group.This helps us defray costs of spaceand refreshments.

We always have goodcoffee and donuts, bagelsfruit or Danish

FOR MORE INFORMATION OR TO ATTEND, PLEASE CONTACT

Greg Holsen408-960.1180

gholsen@achievexcorp.com

Group meets 7:30 – 8:45amevery Friday

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