From Zero to Sales - Presented by: Archit Gupta

Sales Approach Marketing Sales Strategy… Execution…

Sales is a Process Awareness Demand Generation Sales Engagement Sales Closure Delivery Sales Pipeline Sales Forecast

Sales Mantra “ Hope is not a ‘Sales’ Strategy”

“ Hope is not a ‘Sales’ Strategy”

Sales Preparation (Strategy) Determine your Reason for Existence Assess Your Market Opportunities Perform a Market Analysis / Positioning Perform a Competitive Analysis / Positioning

Determine your Reason for Existence

Assess Your Market Opportunities

Perform a Market Analysis / Positioning

Perform a Competitive Analysis / Positioning

Reason for Existence Why do you do what you do Vision / Mission Core Purpose What market need are you satisfying What value do you bring to your Customer ROI (Return on Investment) TCO (Total Cost of Ownership) ACTION ITEM: Your Message to the World Develop your 30 second Pitch Formalize it in a 1 Page Letter for a key decision maker

Why do you do what you do

Vision / Mission

Core Purpose

What market need are you satisfying

What value do you bring to your Customer

ROI (Return on Investment)

TCO (Total Cost of Ownership)

ACTION ITEM: Your Message to the World

Develop your 30 second Pitch

Formalize it in a 1 Page Letter for a key decision maker

Assessing Market Opportunities Market Trends Who has money to spend? Why are they spending money and for what projects? Target Prospect Profile By Industry By Revenue By Company size Value Proposition What can you do for these targets? Prospecting Network Online Research ACTION ITEM: Research 10 prospects everyday

Market Trends

Who has money to spend?

Why are they spending money and for what projects?

Target Prospect Profile

By Industry

By Revenue

By Company size

Value Proposition

What can you do for these targets?

Prospecting

Network

Online Research

ACTION ITEM:

Research 10 prospects everyday

Market Analysis / Positioning How will you position yourself in the market place Differentiation? Price? Capabilities?

How will you position yourself in the market place

Differentiation?

Price?

Capabilities?

Competitive Analysis / Positioning Who is your competition? What are their Strengths? What are their Weaknesses? You What are your Strengths? What are your Weaknesses? How are you Different What makes you special?

Who is your competition?

What are their Strengths?

What are their Weaknesses?

You

What are your Strengths?

What are your Weaknesses?

How are you Different

What makes you special?

Sales Preparation (Execution) Determine Sales Execution Strategy Target Prospect Profiles Develop List of Target Prospects Determine Value Proposition and Match Know Your Competition

Determine Sales Execution Strategy

Target Prospect Profiles

Develop List of Target Prospects

Determine Value Proposition and Match

Know Your Competition

Target Prospect Profile Describe an ‘ideal’ prospect Company Size Revenue Employees Target Decision Maker Industry Territory / Geography Money to spend? Pain Point

Describe an ‘ideal’ prospect

Company Size

Revenue

Employees

Target Decision Maker

Industry

Territory / Geography

Money to spend?

Pain Point

Where to Find Prospects? Online (via web research) Paid online database providers (e.g. Hoovers, Zoominfo etc ……) Cold calling Conferences

Online (via web research)

Paid online database providers (e.g. Hoovers, Zoominfo etc ……)

Cold calling

Conferences

Sales Life Cycle 100% Project Close 97% Project Checks and Feedback 90% Project Execution 85% Resource Allocation 85% Project Timelines 82% Purchase Order 80% Yes/No Decision 70% Negotiations 60% Pricing Discussions 50% Project Requirements Gathering 40% Meeting 30% Follow Up 20% Introductory email 10% First Call Delivery Sales Closure Sales Engagement Demand Generation Awareness Activity

Awareness 30 Second Pitch 1 Page Letter / Email Introduction Telephone Script and Q&A Marketing Material Differentiate yourself

30 Second Pitch

1 Page Letter / Email Introduction

Telephone Script and Q&A

Marketing Material

Differentiate yourself

Demand Generation Focus on the ‘Right Prospects’ Prospecting Generate Interest Volume: Word of Mouth

Focus on the ‘Right Prospects’

Prospecting

Generate Interest

Volume: Word of Mouth

Sales Engagement Clean, concise sales presentation Goal oriented sales meeting Always leave the door open Concrete next steps / activities Ask for the Purchase Order

Clean, concise sales presentation

Goal oriented sales meeting

Always leave the door open

Concrete next steps / activities

Ask for the Purchase Order

Sales Closure Goal is customer signed Purchase Order Get Customer to commit by signing something

Goal is customer signed Purchase Order

Get Customer to commit by signing something

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!!

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!!

It’s a Numbers Game Awareness The more prospects you touch and know that you exist, the higher the chances of generating demand Demand Generation The more ‘interested’ prospects that you generate, the higher your chances to engage in sales opportunities Sales Engagement The more sales engagements you participate in, the higher your chances of closing new customers Sales Closure The more sales you close…..$$$ Delivery The more times you work with customers, and deliver on customer satisfaction, the more new opportunities you generate Rule of thumb 100 targets ‘should’ generate 10 sales engagements 10 sales engagements should generate 2 sales

Awareness

The more prospects you touch and know that you exist, the higher the chances of generating demand

Demand Generation

The more ‘interested’ prospects that you generate, the higher your chances to engage in sales opportunities

Sales Engagement

The more sales engagements you participate in, the higher your chances of closing new customers

Sales Closure

The more sales you close…..$$$

Delivery

The more times you work with customers, and deliver on customer satisfaction, the more new opportunities you generate

Rule of thumb

100 targets ‘should’ generate 10 sales engagements

10 sales engagements should generate 2 sales

Thank You!

Thank You!