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AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
AIESEC UK 2013.14 Creating a Sales Strategy for IT
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AIESEC UK 2013.14 Creating a Sales Strategy for IT

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PPT explaining how to create a sales strategy for IT

PPT explaining how to create a sales strategy for IT

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  • 1. BECOMING A SALES GURU CREATING A SALES STRATEGY Developingaclear& smartsalesstrategy for focussedITsales Dreams & ActionPOWERED BY FUN© Tuesday, 10 September 13
  • 2. Agenda run through •- Icx strategy this year •- Why do we need focussed sales? •- Why IT? •- What is a focussed sales strategy •- A framework for IT •- prospecting •- The it prospecting challenge! •- questions • 30 mins Tuesday, 10 September 13
  • 3. ICX strategy 2013.14 Tuesday, 10 September 13
  • 4. ICX strategy 2013.14 IT product development Tuesday, 10 September 13
  • 5. ICX strategy 2013.14 IT product development Talent capacity Tuesday, 10 September 13
  • 6. ICX strategy 2013.14 IT product development Customer loyalty Talent capacity Tuesday, 10 September 13
  • 7. purpose of a sales strategy Tuesday, 10 September 13
  • 8. purpose of a sales strategy Clear product and value proposition Tuesday, 10 September 13
  • 9. purpose of a sales strategy Clear product and value proposition + Tuesday, 10 September 13
  • 10. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + Tuesday, 10 September 13
  • 11. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + = Tuesday, 10 September 13
  • 12. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + = higher success rate in sales Tuesday, 10 September 13
  • 13. Why IT? - Demand > supply = need - larger talent pool - project basis and flexibility - young professionals, fast moving and dynamic Why iT? Tuesday, 10 September 13
  • 14. what is a sales strategy? Tuesday, 10 September 13
  • 15. Sales strategy in more detail 1. Market Segmentation Which industry am I going to focus on and what are the needs of this industry? e.g IT industry or non-IT industries. 2. Company Need What are the specific needs of our customers? e.g which department or what kind of project do they need talent for? 3. Job Description What is the specific needs of our customers & what kind of role could an intern fit into e.g web development & programming, software dev, network and database management 4. EP Requirement What are the specific skills required by the intern eg. SQL, C++, Javascript 5. Supply Which countries have these specific skills e.g. Colombia, India, Poland Tuesday, 10 September 13
  • 16. 1. Market Segmentation sales strategy for it Are you focussing on IT companies or non-IT companies? Which is the most relevant market segment for your LC? IT sector ‣ IT solutions/ consultancy e.g Breeze IT (Nottingham’s partner, Tata Consultancy Services (Global Exchange Partner). ‣Web application/ services development ‣ Mobile application development Non-IT sector Other sectors also need IT talent: ‣Marketing companies ‣ University institutions (e.g IT and marketing departments) ‣Engineering companies ‣Manufacturing companies (e.g Haybrooke Associates Ltd. Warwick’s partner) SMEs Tuesday, 10 September 13
  • 17. sales strategy for it 2. Company Need What are the specific needs of our customers? Which department or what kind of project are they in need of talent for? Technical support Software development and programming Two main needs of companies and the job description can be more defined depending on the specific job description. Projects needs! Tuesday, 10 September 13
  • 18. his sales strategy for it 3. Job Description We need to understand what the specific role would be. 4. EP Requirement What are the specific backgrounds and skills required by the intern eg. Data base management, SQL, C++, Javascript 5. Supply Which countries have EPs with these specific backgrounds and skills? IT Sub products = Supply + Demand Tuesday, 10 September 13
  • 19. Market segment Example IT and mobile applications Company need software development and programming job description Ep requirement supply development of a new mobile app - design, build, test APPs Mobile applications, mobile technology, software dev and programming and SQL, CSS etc.. Brazil, colombia, india, tunisia, poland, Mainland of china Tuesday, 10 September 13
  • 20. Prospecting for it understand the product - demand and supply be savvy in how we contact companies and who we contact be more intensive in our follow up Tuesday, 10 September 13
  • 21. Prospecting for it be savvy in how we contact companies and who we contact Tuesday, 10 September 13
  • 22. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Tuesday, 10 September 13
  • 23. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Tuesday, 10 September 13
  • 24. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Needs Tuesday, 10 September 13
  • 25. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs Tuesday, 10 September 13
  • 26. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs recheck needs Tuesday, 10 September 13
  • 27. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs Tuesday, 10 September 13
  • 28. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] recruitment websites Tuesday, 10 September 13
  • 29. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] meet up groups ] recruitment websites Tuesday, 10 September 13
  • 30. Prospecting for it be savvy in how we contact companies and who we contact LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] meet up groups ] recruitment websites Tuesday, 10 September 13
  • 31. Prospecting for it be savvy in how we contact companies and who we contact LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] Calls] meet up groups ] recruitment websites Tuesday, 10 September 13
  • 32. Prospecting for it be savvy in how we contact companies and who we contact Tech hubs and incubator LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] Calls] meet up groups ] recruitment websites Tuesday, 10 September 13
  • 33. Tuesday, 10 September 13
  • 34. be more intensive in our follow up Tuesday, 10 September 13
  • 35. be more intensive in our follow up effective use of podio Tuesday, 10 September 13
  • 36. be more intensive in our follow up effective use of podio ensure that we follow up! Tuesday, 10 September 13
  • 37. be more intensive in our follow up effective use of podio ensure that we follow up! objection handling! Tuesday, 10 September 13
  • 38. be more intensive in our follow up effective use of podio ensure that we follow up! objection handling! resell and referral Tuesday, 10 September 13
  • 39. it prospecting challenge! Tuesday, 10 September 13
  • 40. it prospecting challenge! 4 weeks Tuesday, 10 September 13
  • 41. it prospecting challenge! 700 prospected 4 weeks Tuesday, 10 September 13
  • 42. 500 contacted it prospecting challenge! 700 prospected 4 weeks Tuesday, 10 September 13
  • 43. 500 contacted it prospecting challenge! 700 prospected 4 weeks 50 meetings Tuesday, 10 September 13
  • 44. 10 raises500 contacted it prospecting challenge! 700 prospected 4 weeks 50 meetings Tuesday, 10 September 13
  • 45. questions and answers Tuesday, 10 September 13

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