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Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
Globaltech - The Sales Process
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Globaltech - The Sales Process

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Transcript

  • 1. The Sales ProcessConstanza Nietoconstanza@globaltechbridge.com
  • 2. Websites That SellConstanza Nietoconstanza@globaltechbridge.com
  • 3. General Rules• Clean – easy to read ( Big font) –not crowded• Not too much flush• Not important information into Flash• No scroll down• Live sell tool - News –Events- Demos• Search Engine Optimization SEO
  • 4. Website Suggested Content• Home• About us• Products and services• Clients/ success stories• Partners ( Optional)• News and White papers ( optional)• Contact us
  • 5. Home• Value proposition• Main products or services• News/ events ( optional – recommended)• Nice Picture• Logo and tag line• Corporate image• Language ( English/ Spanish - No flags)• Menu
  • 6. About Us• History ( years in business )• TEAM• Awards• Certifications• Offices• Back home
  • 7. Products and Services• Small description ( the problem it solves)• All the products in one page if possible• Hyperlinks for more details• Demos ( sign in: name - email – company name- phone number)• Buy ( optional) shopping cart• Contact us.. Chat..• Menu- back/ home
  • 8. Clients/ Success Stories• Organized by industry• Small description ( Bank – Insurance co..)• Testimonials on the side “ use quotes”• Success stories • The company ( small description- Bank 1 million clients) • The problem ( one paragraph) • The solution you deployed ( includes technology used) • The benefits ( quantitative - % $ #/hour)• Back/ home
  • 9. Partners (optional)• Logos / small description current partners• Organized by product / region• Partners program /Benefits or being partner• Become a partner ( Sign in- contact us )• Only for partners ( sign in) training documents brochures / manuals• Back/ home
  • 10. News, Blogs and WhitePapers (optional)• Small description .. Read more and hyperlink• Organized by date• White papers download ( sign in)• Needs to be updated often• Twitter and social networks to announce them• Very well written• Very attractive title- home• Back /home
  • 11. Contact Us• Names / titles / emails and telephones• Offices - addresses and telephones• Review messages• Live Chats• Back /home
  • 12. The Sales ProcessConstanza Nietoconstanza@globaltechbridge.com
  • 13. Marketing vs Sales Marketing Sales (Planning) (Execution) Business Development
  • 14. Sales is a Process Demand Sales SalesAwareness Delivery Generation Engagement Closure Sales Pipeline Sales Forecast
  • 15. The Funnel Awareness Lead generation Sales
  • 16. 1. Awareness• Trade Shows• Industry Magazines• Public Relations (PR)• Blogs• Clients’ Industry associations – speaker• Technology industry associations• Social networks• Network, Network, Network
  • 17. 1. Trade Shows• Where your clients go (Financial-Health Care..) • Booth • Something to attract • At least two people • Brochure • One page overview • Web site and Demo• Your industry – for competitive analysis • Only to the exhibition zone
  • 18. 1. Blogs• Add value to your readers• Announce a plan• Engage the reader (feedback)• Periodically – Every Tuesday• Twitter to remind
  • 19. 1.Public Relations - PRNewsletters/ twitter/social networks• New product• New Partner• New clientYou need• Success Stories• Press release to the media
  • 20. 1.Social NetworksLinkedin- Facebook- Twitter…• Be part of client’s groups• Update your profile• Answer questions
  • 21. 1. Networking Events• Where your clients go• Where opinion leaders go• Where your potential partners goGet as much contacts as possibleYou will need• Elevator pitch- Ask a lot of questions first• Business cards• Follow up – Help others if possible
  • 22. 2. LeadGeneration2. Lead Generation
  • 23. The Funnel Awareness Lead generation Sale s
  • 24. 2. Lead generation• Follow up contacts- Data base• Search Engine Optimization- SEO• Web site demos• Web site white papers• Cold calling• Email campaigns
  • 25. 2. Follow up the contacts• Write in the business card back• Create a data base with all the contacts• Follow up on the next week• Send them some news about your company/ industry
  • 26. 2. Search Engine Optimization-SEO• Optimize your web site• Use Analytics after each campaign• See who is visiting you
  • 27. 2. Web Site Demos & WhitePapers• Americanized English• Easy to download• On line help• User manuals on line –very simple• Register the person• Follow up
  • 28. 2. Cold Calling• Get a data base- target market• Hire a mail manager• Hire a native English speaker- USA• Script: Value proposition – call to action• Leave voice messages• Follow up Goal : Get an appointment for the sales agent
  • 29. 2. Email campaigns• Get the data base• Write a news letter • New product/benefits • Business case• Follow up with phone calls
  • 30. 2.6 Email CampaignsThings to prepare• Value proposition• Introductory letter• Web site
  • 31. 3. Engaging and Closing
  • 32. The Funnel Awareness Lead generation Sales
  • 33. 3. Selling to a clientThings to prepare• Google your contact• Review their power point presentation• Power point presentation• Business cases• Brochure/ Technical fact sheet• Demo• Pricing• Contracts
  • 34. Who is going to sell• The CEO- VP first sales• CEO +Sales rep• Sales rep• CEO-VP + channel• Channel 34
  • 35. 3. Selling to a ChannelYou need • Value Proposition • Introductory letter • Web site • Power point presentation • Brochure/Technical Fact sheet • Pricing/ commission scheme • Demo • Contracts
  • 36. Power point for PartnersPower point for clients +• Market opportunity• Competitive chart /advantage• Financials for them• Marketing plan – Promotion scheme• Lead generation plan
  • 37. 4. Delivery• Be accurate in establishing delivery expectations• Tell them what you are going to do. Do it, and tell them what you did• Deliver 100% on Expectations• Successful delivery = Repeat Business!!• Customer support in place• Partners support in place
  • 38. 5. BudgetingExpenses• Awareness• Lead generation: campaigns - events• Sales engagement- travel people• Sales closure ( lawyers)• Delivery• Customer and partners support
  • 39. 5. Revenue ForecastMonth by month• 1000 contacted- data base• 100 interested- prospects• 10 proposal- leads• 2 clients• Timeline 3- 6 months to close the first client 39
  • 40. Review Plans at least every quarter better every monthevery week ( the best)
  • 41. Thanks ! Questions? Constanza NietoConstanza@globaltechbridge.com

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