Your SlideShare is downloading. ×
0
January 22nd, 2014
Cycle & Roles
1/24/14
WRITTEN
Table of Contents
Audience Awareness
Personal Presentation
Body Language
Sales Cycle
- Carlos
Overview
Sales Roles...
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Pre-Sale Post-Sale
Sales Cycle
Prospect Qualified Opportunity Close Implementation Service
Suspect
Pre-Sale Post-Sale
Sales Cycle
Everyone within your ta...
Qualified Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
People who take action to solve a proble...
Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Qualified
The right person with t...
Qualified Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Opportunity
The right person who is...
Qualified Opportunity Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Close
The right person signed...
Qualified Opportunity Close Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Implementation
Onboarding the customer...
Qualified Opportunity Implementation
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Service
Help customer achieve success...
Prospect Qualified Opportunity Close Implementation ServiceSuspect
Pre-Sale Post-Sale
Sales Cycle
Lead Gen
Outside Sales
I...
The
Land of
Sales
Business
Development
Lead
Generation Customer
Success
Channel
Development
Account Exec
Inside Sales
Sale...
Business
Development
• Source partnerships, leverage channels
• Understand the market
• No quotas
Suspect
Prospect
Qualifi...
Lead
Generation
• Interact with marketing
• Process leads through qualifications
• Building lists, cold calling, email cam...
Outside Sales
• Prospecting companies for relationship
• Sells products/services
• Meet prospective buyers
Prospect
Qualif...
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Inside Sales
• Qualifies leads
• In-office – “remote sa...
Channel
Development
• Sells to companies who then sell products
(3rd party = channel)
• Ex. Apple selling iPhones to AT&T ...
Account
Executive
• In-person demos, close deals
• Manages the interests of buyers
• Inside and outside sales
Prospect
Qua...
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Sales
Engineering/
Operations
• Design product solution...
Customer
Success
• Make sure the customer is happy, needs are met
once sale is closed
• Measured by retention and growth o...
…to
RECAP
Sales…
Thanks…
amanda@tradecrafted.com
carlos@tradecrafted.com
@HiAmandaHolt
@CarlosKCheung
References:
1) Inbound Sales Network:
http://bit.ly/1dxhR4o
2) Sales Assessment:
http://bit.ly/1cXtDFb
1) Predictable Reve...
Upcoming SlideShare
Loading in...5
×

Sales Cycle and Sales Roles - Tradecraft

1,010

Published on

A presentation about the sales process and different roles within the sales process.

Published in: Technology, Business, Education

Transcript of "Sales Cycle and Sales Roles - Tradecraft"

  1. 1. January 22nd, 2014 Cycle & Roles 1/24/14
  2. 2. WRITTEN Table of Contents Audience Awareness Personal Presentation Body Language Sales Cycle - Carlos Overview Sales Roles - Amanda Recap Q & A Appendix Speakers: Amanda Holt Sales & BD Track Tradecraft Carlos Cheung Sales & BD Track Tradecraft
  3. 3. Prospect Qualified Opportunity Close Implementation ServiceSuspect Pre-Sale Post-Sale Sales Cycle
  4. 4. Prospect Qualified Opportunity Close Implementation Service Suspect Pre-Sale Post-Sale Sales Cycle Everyone within your target market
  5. 5. Qualified Opportunity Close Implementation Service Pre-Sale Post-Sale Sales Cycle People who take action to solve a problem that you can help resolve Suspect Prospect
  6. 6. Opportunity Close Implementation Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Qualified The right person with the ability to pay
  7. 7. Qualified Close Implementation Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Opportunity The right person who is ready to pay
  8. 8. Qualified Opportunity Implementation Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Close The right person signed an agreement to purchase a product or service
  9. 9. Qualified Opportunity Close Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Implementation Onboarding the customer with the product or service
  10. 10. Qualified Opportunity Implementation Pre-Sale Post-Sale Sales Cycle Suspect Prospect Service Help customer achieve success with product or service Close
  11. 11. Prospect Qualified Opportunity Close Implementation ServiceSuspect Pre-Sale Post-Sale Sales Cycle Lead Gen Outside Sales Inside Sales Outside Sales Account Exec Channel Account Exec Account Exec Sales Engineers Account Exec Sales Engineers Sales Ops Customer Success Account Exec Sales Engineers Account Manage Customer Success Account Exec Engagement Account Manage Customer Success Roles
  12. 12. The Land of Sales Business Development Lead Generation Customer Success Channel Development Account Exec Inside Sales Sales Engineering/ Operations Outside Sales
  13. 13. Business Development • Source partnerships, leverage channels • Understand the market • No quotas Suspect Prospect Qualified Opportunity Close Implementation Service
  14. 14. Lead Generation • Interact with marketing • Process leads through qualifications • Building lists, cold calling, email campaigns Prospect Qualified Opportunity Close Implementation ServiceSuspect
  15. 15. Outside Sales • Prospecting companies for relationship • Sells products/services • Meet prospective buyers Prospect Qualified Opportunity Close Implementation ServiceSuspect
  16. 16. Prospect Qualified Opportunity Close Implementation ServiceSuspect Inside Sales • Qualifies leads • In-office – “remote sales” • Handles inbound, outbound or both
  17. 17. Channel Development • Sells to companies who then sell products (3rd party = channel) • Ex. Apple selling iPhones to AT&T store Prospect Qualified Opportunity Close Implementation ServiceSuspect
  18. 18. Account Executive • In-person demos, close deals • Manages the interests of buyers • Inside and outside sales Prospect Qualified Opportunity Close Implementation ServiceSuspect
  19. 19. Prospect Qualified Opportunity Close Implementation ServiceSuspect Sales Engineering/ Operations • Design product solution • Streamline sales and product • Tech knowledge
  20. 20. Customer Success • Make sure the customer is happy, needs are met once sale is closed • Measured by retention and growth of an account • Also known as engagement SALES CYCLE: Close through Service Prospect Qualified Opportunity Close Implementation ServiceSuspect
  21. 21. …to RECAP Sales…
  22. 22. Thanks… amanda@tradecrafted.com carlos@tradecrafted.com @HiAmandaHolt @CarlosKCheung
  23. 23. References: 1) Inbound Sales Network: http://bit.ly/1dxhR4o 2) Sales Assessment: http://bit.ly/1cXtDFb 1) Predictable Revenue
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×