Sales Cycle and Sales Roles - Tradecraft
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The document outlines the sales cycle and roles within a sales organization. The sales cycle includes stages from suspect to pre-sale to post-sale. Key roles discussed include business development, lead generation, outside sales, inside sales, channel development, account executive, sales engineering/operations, and customer success. The roles work together through the different stages of the sales cycle to generate leads, qualify opportunities, close deals, implement solutions, and provide ongoing customer support.
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Sales Cycle and Sales Roles - Tradecraft
- 1. January 22nd, 2014 Cycle & Roles 1/24/14
- 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. Prospect Qualified Opportunity Close Implementation ServiceSuspect Pre-Sale Post-Sale Sales Cycle
- 4. Prospect Qualified Opportunity Close Implementation Service Suspect Pre-Sale Post-Sale Sales Cycle Everyone within your target market
- 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. Opportunity Close Implementation Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Qualified The right person with the ability to pay
- 7. Qualified Close Implementation Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Opportunity The right person who is ready to pay
- 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. Qualified Opportunity Close Service Pre-Sale Post-Sale Sales Cycle Suspect Prospect Implementation Onboarding the customer with the product or service
- 10. Qualified Opportunity Implementation Pre-Sale Post-Sale Sales Cycle Suspect Prospect Service Help customer achieve success with product or service Close
- 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. The Land of Sales Business Development Lead Generation Customer Success Channel Development Account Exec Inside Sales Sales Engineering/ Operations Outside Sales
- 13. Business Development • Source partnerships, leverage channels • Understand the market • No quotas Suspect Prospect Qualified Opportunity Close Implementation Service
- 14. Lead Generation • Interact with marketing • Process leads through qualifications • Building lists, cold calling, email campaigns Prospect Qualified Opportunity Close Implementation ServiceSuspect
- 15. Outside Sales • Prospecting companies for relationship • Sells products/services • Meet prospective buyers Prospect Qualified Opportunity Close Implementation ServiceSuspect
- 16. Prospect Qualified Opportunity Close Implementation ServiceSuspect Inside Sales • Qualifies leads • In-office – “remote sales” • Handles inbound, outbound or both
- 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. Account Executive • In-person demos, close deals • Manages the interests of buyers • Inside and outside sales Prospect Qualified Opportunity Close Implementation ServiceSuspect
- 19. Prospect Qualified Opportunity Close Implementation ServiceSuspect Sales Engineering/ Operations • Design product solution • Streamline sales and product • Tech knowledge
- 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. …to RECAP Sales…
- 23. References: 1) Inbound Sales Network: http://bit.ly/1dxhR4o 2) Sales Assessment: http://bit.ly/1cXtDFb 1) Predictable Revenue