Zero To Sales

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!

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Zero To Sales

by Archit Shah on Nov 06, 2008

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Zero To Sales — Presentation Transcript