Page 3 - BD Playbook

II. Sales funnel

a) BD Outreach Handbook​ ​(link)

Purpose

A step by step guide to ensure the BD exec communicates with boutique owners in a way
that achieves a high conversion rate and conveys the Trouva community in a positive way.
BD Executive outreach is a step in the Trouva B2B marketing process - the goal is get the
decision maker of the boutique to agree to a pre-arranged pitch.

Contents

- Rules of Engagement
- Timeline
- Outreach
- Postal
- Referral
- Roadshow
- Re-engagement
- Emails
- Links to include in Outreach

b) Pitching Overview​ ​(link)

Purpose

We speak to every boutique before they join our community, as it’s important for us to
portray how the Trouva community and our CS and logistics will benefit their business like
no other marketplace or platform. It is also important for us to understand what is
important for our boutique owners and get an insight into how they run their business.

Contents

- Principles
- Challenges
- Structure
- Trouva Ethos
- How we work
- Costings
- Questions, CTA & Next steps
- Phone Pitching & Challenges