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Zero To Sales
 

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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  • Very nice. We would like to use the same for our training. Will give you the credits. Kindly mail to arvind@zzeroin.net or call 9243101412. Regards,
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    Zero To Sales Zero To Sales Presentation Transcript

    • 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”
    • Sales Preparation (Strategy)
      • 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
    • 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 Analysis / Positioning
      • 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?
    • Sales Preparation (Execution)
      • 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
    • Where to Find Prospects?
      • 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
    • Demand Generation
      • 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
    • Sales Closure
      • 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!!
    • 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
      • Thank You!