Sales Cycle and Sales Roles - Tradecraft

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

Published in: Technology, Business, Education

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

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