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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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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!