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Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
Zero To Sales
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Zero To Sales

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This presentation outlines the sales cycle and give you a awareness on how to sell.

This presentation outlines the sales cycle and give you a awareness on how to sell.

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  • 1. From Zero to Sales - Presented by: Archit Gupta
  • 2. Sales Approach Marketing Sales Strategy… Execution…
  • 3. Sales is a Process Awareness Demand Generation Sales Engagement Sales Closure Delivery Sales Pipeline Sales Forecast
  • 4. Sales Mantra <ul><li> “ Hope is not a ‘Sales’ Strategy” </li></ul>
  • 5. Sales Preparation (Strategy) <ul><li>Determine your Reason for Existence </li></ul><ul><li>Assess Your Market Opportunities </li></ul><ul><li>Perform a Market Analysis / Positioning </li></ul><ul><li>Perform a Competitive Analysis / Positioning </li></ul>
  • 6. Reason for Existence <ul><li>Why do you do what you do </li></ul><ul><ul><li>Vision / Mission </li></ul></ul><ul><ul><li>Core Purpose </li></ul></ul><ul><ul><li>What market need are you satisfying </li></ul></ul><ul><li>What value do you bring to your Customer </li></ul><ul><ul><li>ROI (Return on Investment) </li></ul></ul><ul><ul><li>TCO (Total Cost of Ownership) </li></ul></ul><ul><li>ACTION ITEM: Your Message to the World </li></ul><ul><ul><li>Develop your 30 second Pitch </li></ul></ul><ul><ul><li>Formalize it in a 1 Page Letter for a key decision maker </li></ul></ul>
  • 7. Assessing Market Opportunities <ul><li>Market Trends </li></ul><ul><ul><li>Who has money to spend? </li></ul></ul><ul><ul><li>Why are they spending money and for what projects? </li></ul></ul><ul><li>Target Prospect Profile </li></ul><ul><ul><li>By Industry </li></ul></ul><ul><ul><li>By Revenue </li></ul></ul><ul><ul><li>By Company size </li></ul></ul><ul><li>Value Proposition </li></ul><ul><ul><li>What can you do for these targets? </li></ul></ul><ul><li>Prospecting </li></ul><ul><ul><li>Network </li></ul></ul><ul><ul><li>Online Research </li></ul></ul><ul><li>ACTION ITEM: </li></ul><ul><ul><li>Research 10 prospects everyday </li></ul></ul>
  • 8. Market Analysis / Positioning <ul><li>How will you position yourself in the market place </li></ul><ul><ul><li>Differentiation? </li></ul></ul><ul><ul><li>Price? </li></ul></ul><ul><ul><li>Capabilities? </li></ul></ul>
  • 9. Competitive Analysis / Positioning <ul><li>Who is your competition? </li></ul><ul><ul><li>What are their Strengths? </li></ul></ul><ul><ul><li>What are their Weaknesses? </li></ul></ul><ul><li>You </li></ul><ul><ul><li>What are your Strengths? </li></ul></ul><ul><ul><li>What are your Weaknesses? </li></ul></ul><ul><li>How are you Different </li></ul><ul><ul><li>What makes you special? </li></ul></ul>
  • 10. Sales Preparation (Execution) <ul><li>Determine Sales Execution Strategy </li></ul><ul><li>Target Prospect Profiles </li></ul><ul><li>Develop List of Target Prospects </li></ul><ul><li>Determine Value Proposition and Match </li></ul><ul><li>Know Your Competition </li></ul>
  • 11. Target Prospect Profile <ul><li>Describe an ‘ideal’ prospect </li></ul><ul><ul><li>Company Size </li></ul></ul><ul><ul><ul><li>Revenue </li></ul></ul></ul><ul><ul><ul><li>Employees </li></ul></ul></ul><ul><ul><li>Target Decision Maker </li></ul></ul><ul><ul><li>Industry </li></ul></ul><ul><ul><li>Territory / Geography </li></ul></ul><ul><ul><li>Money to spend? </li></ul></ul><ul><ul><li>Pain Point </li></ul></ul>
  • 12. Where to Find Prospects? <ul><li>Online (via web research) </li></ul><ul><li>Paid online database providers (e.g. Hoovers, Zoominfo etc ……) </li></ul><ul><li>Cold calling </li></ul><ul><li>Conferences </li></ul>
  • 13. 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
  • 14. Awareness <ul><li>30 Second Pitch </li></ul><ul><li>1 Page Letter / Email Introduction </li></ul><ul><li>Telephone Script and Q&A </li></ul><ul><li>Marketing Material </li></ul><ul><li>Differentiate yourself </li></ul>
  • 15. Demand Generation <ul><li>Focus on the ‘Right Prospects’ </li></ul><ul><li>Prospecting </li></ul><ul><li>Generate Interest </li></ul><ul><li>Volume: Word of Mouth </li></ul>
  • 16. Sales Engagement <ul><li>Clean, concise sales presentation </li></ul><ul><li>Goal oriented sales meeting </li></ul><ul><li>Always leave the door open </li></ul><ul><li>Concrete next steps / activities </li></ul><ul><li>Ask for the Purchase Order </li></ul>
  • 17. Sales Closure <ul><li>Goal is customer signed Purchase Order </li></ul><ul><li>Get Customer to commit by signing something </li></ul>
  • 18. Delivery <ul><li>Be accurate in establishing delivery expectations </li></ul><ul><li>Tell them what you are going to do, Do it, and tell them what you did </li></ul><ul><li>Deliver 100% on Expectations </li></ul><ul><li>Successful delivery = Repeat Business!! </li></ul>
  • 19. It’s a Numbers Game <ul><li>Awareness </li></ul><ul><ul><li>The more prospects you touch and know that you exist, the higher the chances of generating demand </li></ul></ul><ul><li>Demand Generation </li></ul><ul><ul><li>The more ‘interested’ prospects that you generate, the higher your chances to engage in sales opportunities </li></ul></ul><ul><li>Sales Engagement </li></ul><ul><ul><li>The more sales engagements you participate in, the higher your chances of closing new customers </li></ul></ul><ul><li>Sales Closure </li></ul><ul><ul><li>The more sales you close…..$$$ </li></ul></ul><ul><li>Delivery </li></ul><ul><ul><li>The more times you work with customers, and deliver on customer satisfaction, the more new opportunities you generate </li></ul></ul><ul><li>Rule of thumb </li></ul><ul><ul><li>100 targets ‘should’ generate 10 sales engagements </li></ul></ul><ul><ul><li>10 sales engagements should generate 2 sales </li></ul></ul>
  • 20. <ul><li>Thank You! </li></ul>

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