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kwanji student hack training .pdf



Nom original: kwanji_student_hack_training_.pdf
Titre: Kwanji Student Hack Training_180415_BSJ_1.0

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RA & RM On-boarding Manual

Company Confidential 2015©

AGENDA
Overview of Kwanji:
Kwanji
Purpose of this document
Kwanji Student Pipeline Funnel
Why?
Roles:
Research Analyst
Relationship Manager
Team Set-up Kwanji
Kwanji sales conversion funnel
Pipedrive Requirements:
i. Pipedrive Stages
ii. Data entry must do’s
iii. Provision of leads
Targets & Reporting:
Targets
Core metrics
Tools & Tips:
General Tiips

Company Confidential 2015©

OVERVIEW

Company Confidential 2015©

Who are we?




KWANJI

Born 20th December 2011?
Established start-up on the verge of series A funding!
Disruptive fin-tech solution

What do we do?
• Provide an alternative to Banks for international trade
• Save SME’s between 2-9% against the Banks
• Make international trade fairer, easier and cheaper
• Provide a truly market leading brand especially in the emerging markets of LatAm and Africa
How do we do it?
• Select good FCA regulated ‘Brokers’ partners for the most competitive choice
• We are what ‘Compare the market’ is to insurance for foreign exchange Fx
• SME Collective Fx buying power
• Give you access to all our brokers through a simple eKYC process
{Link to sales collateral folder}

Company Confidential 2015©

KWANJI STUDENT PIPELINE
FUNNEL
OUR METHODOLOGY

Company Confidential 2015©

WHY?
Benefits:
• Eliminate the “jumble” and get
clear insight into what’s working
and not working
• Less “I win you lose” competition;
more teamwork & collaboration
• Simplify jobs to make it easier to
focus & have a structure for
repeatable success
• Develop true experts…not
dabblers
• Create a sustainable source of the
best sales talent with an internal
career path and “farm team
system”

1. Research Analyst
& Business Development

Relationship Manager
(Closers & Farmers)

2. Marketing Team

Company Confidential 2015©

Conversion:
• Traditional methodology 1%
• Student Hack methodology 8%

Company Confidential 2015©

TEAM SET-UP ‘KWANJI’
Research Analyst RA
NL
(RA)

SG
(RA)

IA
(RA)

PG
(RA)

EF
(RA)

NG
(RA)

RC
(RM)

BJ
(RM)

AK
(RM)

WL
(RM)

LO
(RM)

WH
(RM)

Relationship Manager RM
Company Confidential 2015©

ROLES

Company Confidential 2015©

RA ROLE REQUIREMENTS
1. Pipedrive stages Inquiry>Prospect>Lead>Hot Lead(RM
Handover)
2. Yet Another Mail Merge
3. Inquiry Stage:
4. Prospect Stage:
5. Lead Stage:
6. Hot Lead Stage:
7. Meet activity targets
8. Liaise with your RM

Company Confidential 2015©

RM REQUIREMENTS
1. Pipedrive stages Hot
Lead>Client>eKYC>Ready2Trade
2. Move to won
3. Relationship Manage ‘Farm’- Use ‘Won Deals - ‘RM
Initials’
4. Performance Manage & Support RA’s
Company Confidential 2015©

PIPEDRIVE REQUIREMENTS

Company Confidential 2015©

PIPEDRIVE STAGES










Inquiry: YAMM Mail merge - Email response received, call made, qualified decision maker given via call/
email
Prospect: Data capture received via email/telephone
Lead: Research email sent, RA follow up call required
Hot Lead: Kwanji Contact requested by RM hand over via email/schedule task if need be
Client: RM Handover to Call and Convert into a client
Ready2Trade: RM support in line with ‘next trade’ data captured schedule task to call
Right click and drag to ‘WON’ when traded
RM Accounts> All displayed in ‘Won Deals - [RM Initials]

Company Confidential 2015©

DATA CAPTURE
Is it is imperative that all the data is captured in order for a deal to move through
the pipeline and also for customer profiling.
Lead source: Select Growth Hack
Industry can be found from the UKTI Site:
https://www.uktradeinfo.com/TradeTools/ImportersDetails/Pages/
ImportersSearch.aspx
Outbound currency: Amount and Currency e.g. 4000 USD
Inbound Currency: Amount and Currency e.g. 3000 GBP
Next Trade: If they are willing to give (don’t press)
Exchange rate: Ensure it is the correct conversion
How hot? On a scale of 1-10 when putting into RM name.
Notes

Company Confidential 2015©

PROVISION OF LEADS
Data Cleanser: Jennifer Jakosalem (Phillipines)
Provision of:
Website, Telephone number, Contact Name, Contact Title Director, Email address
Output required : 800 cleansed leads per week, 160/day, 1 lead cleaned every 3 minutes.


Research Guide for Data Cleansers:
a. Search company name in: www.duedil.com, (Free to join) Gives you Director details under ‘People’,
in some cases telephone and Website
b. Search google for company website using company name
c. Get phone number from website, if not found on www.duedil.com
d. Search Director email via linkedin, company website or enter their name for example ‘bally singh
kwanji.com’ or minimum info@, contact@ etc using website address and name of Director found
from www.duedil.com under ‘People’.
Use other techniques that as researchers you are aware of.
Thanks
Resource:
https://docs.google.com/spreadsheets/d/1W2QsHE_ErVvwC3MjUiJUB1qZ0FhGHStIKzQoj8PALgo/
edit#gid=0

Data Cleanse URL:
http://cseruet.com/work/ukimporter/admin-ukleads/
Leads will be available on request and targets set, 100 per week.
Company Confidential 2015©

TARGETS & REPORTING

Company Confidential 2015©

TARGETS
RA

Emails

Calls

Inquiries/Wk

Sam Gilliver

100

200

50

Qualified/
Mth
40

Nick Georgiou

100

100

30

28

Ife Adio

100

200

30

28

Nathan Lassance

100

200

50

40

RM
Bally Johal
Will Howell
Amit Khosla

Hot  Leads
5
3
3
5
5
21

Leslie Onyesoh
William Lorenz

Total

Sign-­‐ups/Wk Sign-­‐ups/Mth Trading/Mth
2
8
2
1
4
1
1
4
1
2
8
2
2
8
2
8
32
6

Company Confidential 2015©

CORE METRICS
Metrics

Will
Bally Johal
Howell

Rob
Leslie William
Connell Onyesoh Lorenz

Inquiry

SALES
REPORTING

Prospect
Leads
Hot Leads
Sign-ups
Annual (£)*
Monthly (£)*

FORECASTING




First Trade
Payment (Date)*

RA to deliver update at weekly sales meetings against teams
Please complete by 10am Tuesday
Core metrics ‘Spreadsheet to be created’

* Information input from Pipedrive by RA
Company Confidential 2015©

LEAGUE TABLES
Team league table to follow…this is more for sharing
best practice. More successful teams will be
encouraged to share what they are doing different,
and teams will adopt and refine.

Company Confidential 2015©

YAMM – YET ANOTHER MAIL
MERGE


Add Yet Another Mail Merge to your google drive



How to mail merge: https://www.youtube.com/watch?v=



International Payments - Student Research - DRAFT

Company Confidential 2015©

RESEARCH DATA
To find IB Rate:
Goto www.xe.com
Select currency (e.g. GBP-EUR)
Click View Chart>
Select time frame (e.g. 1 day, 1 week)>
Highlight time/date with mouse (if no time given take the
average)
• Input in google drive: [Provide google drive link]







Company Confidential 2015©

PRODUCTIVITY - DAY DIARY
TIME

AcCvity

0930-1000
1000-1100
1100-1115
1115-1215
1215-1230
1230-1330
1330-1430
1430-1445
1445-1545
1545-1600
1600-1700
1700-1730

Admin Prep
1st Call out – Power Hour
Admin/Emails/Follow Ups
Call Backs – Power Hour
Admin/Emails/Follow Ups
Lunch
1st Call out – Power Hour
Admin/Emails/Follow Ups
Call Backs – Power Hour
Admin/Emails/Follow Ups
1st Call out – Power Hour
Close Out & Clean Up

Company Confidential 2015©

KWANJI/UKTI RESEARCH
EMAIL
Hey ______,
I'm a final year University of Sheffield student conducting a research piece on ground breaking enterprise
challenging the status quo on international imports; working closely with UK Trade & Investment (UKTI), I am
aware you import to the UK and assume you have a need in paying for the goods internationally?
My research is centred around international payments made by UK businesses for goods coming here. I'm
looking to have a brief informal conversation with you or the relevant person regard this – it will take 5 minutes
tops.
I don’t know whether you’re aware but most small and mid-tier businesses see their money swallowed up by
extortionate fees when using big banks and services such as PayPal to make international payments. Especially in
light of recent news.
I aim to look at how much your current providers charge including banks above the Inter Bank (IB) rate by
looking at a cross-section of data, analysing alternatives and so would really appreciate your input.
What I promise you is I will provide my research/findings in light of the information you provide.
Cheers,
Sam

Company Confidential 2015©

RA CALL SCRIPT
Hope I didn’t catch you at a bad time?
[YES]
When would be a better time, as it will only take a few minutes?
[NO]
Good stuff…
As not to eat too much of your time I guess I can see from the data from UKTI you are importing X
quite regularly.
Can I ask where you import from? [CURRENCY REVEAL]
So you convert X to Y?
What are the average payments and how often?
What would you say is your annual spend on your international trade?
When is your next payment due? And, who do you use? Bank, broker, paypal?
Finally, can I ask details of a recent trade you have made: From__To__When? Time? Amounts?
[EXIT DRILL]
Really appreciate you giving me the time for this today and will let you know of any information I find, can
I just confirm your email.
Speak soon.
Company Confidential 2015©

EMAIL RESPONSE TEMPLATE
Hi ______ ,
As promised I said I would provide you with my research and findings. As I continue this there
are some quite worrying figures and it’s apparent how the wrong provider can end up costing
UK businesses money. Below are your results:
Table of figures: Ref. Data provided by [Enter person who provided data] :
[Busines  Name]

From

to

Rate  Given

IB

Best  Rate

Cost  to  
Business  on  
this  trade.

Bally’s Ltd

£1500

$20115.50

1.564

1.578

1.573

£259.50

Annual  Cost  to    
Bally’s  Ltd

£5200

Some quite interesting information here, I’m sure you will agree, I will follow up with a call just to
get a response from you on my findings. In the mean time if you require anything please let me
know.
Thanks again for your support in doing my final year project,
Sam

Company Confidential 2015©

RM REQUIREMENTS
1. Pipedrive stages Hot
Lead>Client>eKYC>Ready2Trade
2. Move to won
3. Relationship Manage ‘Farm’- Use ‘Won Deals - ‘RM
Initials’
4. Performance Manage & Support RA’s

TOOLS & TIPS

Company Confidential 2015©

GENERAL TIPS


Research & Prep Accounts: Check name, website number and email



Follow scripts until you are comfortable,



Add ‘141’ before you dial – hide caller ID



It’s OK to be a little nervous on the phone – you are a student



Use University email accounts male: sgilliver1@sheffield.ac.uk, female: jlreay1@sheffield.ac.uk



Mail merge using YAMM as FREE from google mail (Search app and install)



You must not sell, be neutral but excited



Try not to be too polished



Remember do not use your name!



Follow the productivity diary outlined



It’s a number game – do the activity get the results!

Company Confidential 2015©

RA PROCESS – RM HAND OFF

Company Confidential 2015©


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