1. Presented by : John Cherian

2. Demand Sales Sales
Awareness Delivery
Generation Engagement closure
Sales Pipeline
Sales Forecast

3. Marketing Sales

5.  Determine your reason for existence
 Know your market/ opportunities
 Market positioning
 Perform a competitive analysis/positioning

6.  Why do you do, What do you do ?
 Vision/ Mission
 Core purpose
 What maket need are you satisfying
 What value do you bring to your customer?
 ROI (Return on investment)
 TCO (Total cost of ownership)
 Your message to the world
 Develop your 30 sec pitch
 Put it in a one page letter/mailer for the TG

7.  Market Trends
 Who has money to spend?
 Why are they spending and on what projects?
 Target Prospect Profile
 Define your TG
 By Industry
 By Revenue
 By Company Size
 Value Proposition
 What can you do for these targets?
 Prospecting
 Network, Online Research, Medias, Peer Group
 Action
 Research 10 prospects everyday

8.  How will you position your Brand/ Product?
 USPS
 Differentiation
 Price
 Capabilities

9.  Who is your competition?
 SWOT analysis
 What are their strength
 What are their Weakness
 You
 Define your Strenght & Weakness
 How are you different?
 What makes you special
 Why should customer come to you.

10.  Determine Plan of action – Sales Execution
 Target Prospect Profiles
 Develop the List of Target Prospects
 Match the Value Proposition with TP
 Know your Competition

11. Describe the Ideal Target
 Company Size/ Spending Potential
 Psychographics- Buying Pattern
 Revenue/ Employees
 Target Decision Maker
 Industry
 Territory/ Geography
 Money to Spend
 Pain Point

12.  Online research
 Paid data base
 Cold calling
 Conferences
 Advertisements- ATL/ BTL
 Exhibitions
 References

13. Sales
Demand Sales
Activity Awareness Engagemen Delivery
Generation Closure
t
First Call 10%
Introductory mail 20%
Follow up 30%
Meeting 40%
Requirements Gathering 50%
Pricing Discussions 60%
Negotiations 70%
Decision 80%
Purchase Order 82%
Project Time Lines 85%
Resource Allocation 85%
Project Execution 90%
Checks & Feedback 95%
Project Close 100%

14.  30 Second Pitch
 One page mailer/ Letter introduction.
 Telephone Script and Q & A
 Marketing Material
 Differentiate Yourself

15.  Prospecting
 Focus on Right Prospects
 Generate Interest
 Volume – Word of Mouth

16.  Clean, Concise Sales Presentation
 Goal Oriented Sales Meeting
 Always leave the door open
 Concrete next steps/ activities
 Closure- Ask for Purchase Order

17.  Goal is Sales/ Customer signed purchase order
 Get customer to commit by signing something

18.  Be Accurate in delivery expectations
 Tell them, what you re going to do, Do it, tell them
what you did.
 Deliver 100% expectations
 Successful Delivery = Repeat Business

19.  Awareness
 The more hands you shake the more deals you crack.
 Demand Generation
 The more pipeline prospects you create, the higher sales
engagement chances you get.
 Sales Engagement
 The more sales engagements you make, the higher your
chance of closing new customers.
 Sales Closure
 The More Sales you make… $$$$
 Delivery
 The more times you work with customers and deliver on
satisfaction, the more new opportunities you generate
 Rule of Thumb
 The 100 targets should generate 10 sales engagements.
 10 sales engagements should generate 2 sales.

20. Thank You
John Cherian