Mark Williams — Operations Intake

Your Role & HistoryHow you got here and what you own

How long have you been with Texas Water House?

How has your role evolved over the years?

What are you responsible for today?

What does a typical week look like for you?

What do you know about this business that nobody else does?

Sales ProcessFrom first contact to signed deal

Walk me through how you sell — from first contact to signed deal

What's your typical sales cycle length?

What's your close rate on qualified leads?

What's your best opening line or approach with a new prospect?

What's the biggest objection you hear and how do you handle it?

Customer KnowledgeWho buys, why they buy, and what they complain about

Who is your ideal customer? Describe them specifically

What motivates customers to buy — fear, health, taste, savings?

Which customers are most loyal and why?

Which customers are most frustrating?

What do customers complain about most?

The DatabaseWhat you have and what's sitting dormant

How many customers are in your database?

When did you last do a reactivation campaign to past customers?

What data do you have on each customer? (email, install date, system type?)

How clean is your data — mostly valid emails?

What's your gut feel on how much revenue is sitting dormant in your database?

Operations & ToolsWhat you use and what you wish worked better

What CRM do you use?

What email platform do you use for outreach?

What does your current follow-up process look like after a lead doesn't close?

What systems do you wish worked better?

What would you automate first if you could?

Products & Business LinesWhat you sell and where the growth is

List all your current product/service lines

Which line has the most growth potential?

Tell me about the bottled water delivery side — how big is that?

Tell me about the private label side — what's the opportunity there?

What's your relationship with current suppliers?

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