IT-sales and Lead Management in Outsourcing. No Magic, just a Pipeline (Max Itskovich Business Stream)
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Lviv IT Arena is a conference specially designed for programmers, designers, developers, top managers, inverstors, entrepreneur and startuppers. Annually it takes place on 2-4 of October in Lviv at the Arena Lviv stadium. In 2015 conference gathered more than 1400 participants and over 100 speakers from companies like Facebook. FitBit, Mail.ru, HP, Epson and IBM. More details about conference at itarene.lviv.ua.
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IT-sales and Lead Management in Outsourcing. No Magic, just a Pipeline (Max Itskovich Business Stream)
- 1. IT-Sales and Lead Management in Outsourcing
- 2. Who is who Lead Is a possible client, who you already have contact with and who is potentially interested in your services. Pipeline Is a set of sales stages you move your lead through, where “signed contract” is a final point. Lead scoring Is the methodology when you understand (calculate) the value of your lead and decide on what to do next with it. 2
- 4. Overall conversion steps 4 1. first call 2. gain details 3. estimation 4. presentati on 5. agreement 6. into production
- 5. Step 1 First Call ▸ General information about client ▸ Cleint’s background ▹ Previous outsourcing experience (best and worst) ▹ Level of process understanding ▹ Business interests ▸ Company presentation 5
- 6. Step 2 Gain details ▸ Project details ▸ Client details ▹ Response time score ▹ Respose quality score ▹ Priorities choosing contractor ■ Price, Timeline, Communication, Expertise, Portfolio, Availability ▸ 3 follow-ups ▸ CRM 6
- 7. Step 3 Estimation ▸ Understand the level of depth (resource budget) ▸ Two steps (overall and detailed) ▸ Documenting ▹ Mindmap (functional) ▹ Gantt diagramm (timeline) ▹ Presentation ▹ Estimation 7
- 8. Step 4 Presentation ▸ Only personal (or over call) ▸ Force with value ▸ How do we work ▸ Who our clients are and why ▸ Receive feedback (immediately) ▸ Involve C-level executive 8
- 9. Step 5 Agreement ▸ 3 follow-ups ▸ Bargaining ▹ Don’t give anything for free ▹ Understand risks ▹ Stand on quality, not price 9
- 10. Step 6 Into Production ▸ Fill-in client’s file ▸ Fill-in project file ▸ Set up contact person ▹ Strategic level ▹ Accounting level ▹ Operational level ▸ Set up accounting process 10
- 11. Levels of communication 11 ▸ Operational - for daily activity ▸ Accounting - for upper-level security, issue coverage and up- sale ▸ Strategic - to be on the same page and get drunk
- 12. Pipeline conversion metrics Pass percentage Raw percentage First call 100% 100.00% Gain details 71% 71.00% Estimation 59% 41.59% Presentation 90% 37.70% Agreement 46% 17.34% Into production 94% 16.23% 12
- 13. “Lost lead is the best lead you’ve ever had, ‘coz you had no opportunity to fail the whole project.” 13
- 14. Thnx! I am Max Itskovich I am here because I love to give presentations. You can find me over maxim@mobindustry.net 14