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PeoplePerHourDirect Sales Approach
Objectives                             Create a direct                               sales force                 Build a  ...
Barriers       PPH                            CLIENTS                        FREELANCERS       • No sales force           ...
Approach: Proposition                            The model works for all parties involved         Reliability             ...
Approach: 1) Understand the market     DESK RESEARCH                           CLIENT RESEARCH                      FREELA...
Approach: 2) Build the proposition                  Benefits to PPH                Build corporate                brand  ...
APPROACH: 3) Build the direct sales team   Adopt a phased approach – building cost in line with revenues        BUILD THE ...
APPROACH: 4) Go-to-market strategies       Target Market                                Tools                           Ch...
Approach: 5) Scale the model                                      Set up monitoring                                       ...
Conclusion                        Generate                                     Get into        Build direct   repeatable  ...
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PPH Sales Team Approach

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Transcript of "PPH Sales Team Approach"

  1. 1. PeoplePerHourDirect Sales Approach
  2. 2. Objectives Create a direct sales force Build a corporate customer base Generate predictable, repeatable revenue streams
  3. 3. Barriers PPH CLIENTS FREELANCERS • No sales force • Untested model • Volume commitment • No case studies • Unpredictable needs • Service level commitment • Unclear business model • Unclear risk • Flexibility and choice • Direct client-freelancer • Continuity of relationship relationship risk with freelancer • Finding the right contacts • Guarantee of service • Finding the projects levels • Cost of direct sales force • Internal business • Need to educate market scepticism
  4. 4. Approach: Proposition The model works for all parties involved Reliability CLIENTS PPH Corporate customer base Unparalleled ROI Retainer/renewal fees Efficient model Single, trusted partner Changing the market FREELANCERS Predictable income stream “Own” sales force Access to blue chip clients
  5. 5. Approach: 1) Understand the market DESK RESEARCH CLIENT RESEARCH FREELANCER RESEARCH Review existing data for strong  Create shortlist of top potential  Use desk research to identifyclient-freelancer relationships clients representative freelancers Find key patterns (type of  Find key contact(s) within shortlist Create online/ telephone surveydeliverable, most prevalent and organise interviews for key group (based on clientindustries, skills most in demand/at drivers, PPH KPIs)highest premium) Face-to-face meetings to understand financial models, key  Run survey and collate findingsCreate list of target industries, drivers, main fears /barrierscompanies, freelancers  Understand key factors for  Understand key factors in decision freelancers including value of repeat, Set target KPIs (number of clients, making process (RoI, SLAs ) corporate bookingsnumber of jobs per quarter, averageorder value per job, repeat business ) Understand optimum business Understand minimum SLA model for payment commitments  Examples of success e.g. JetBlue
  6. 6. Approach: 2) Build the proposition Benefits to PPH Build corporate brand  Predictable revenue stream  Increased share of revenues  Get to the blue chip mainstream PPH CLIENTS FREELANCERS
  7. 7. APPROACH: 3) Build the direct sales team Adopt a phased approach – building cost in line with revenues BUILD THE [1] Existing [2] Freelancers [3] Dedicated TEAM internal staff on commission team CREATE THE Work from ROI Target PPH Accelerators for COMMISSION model main KPI long term deals PLAN Beta Expand GROW THE programme for Work through marketing CLIENT BASE key existing target list effort with case clients studies
  8. 8. APPROACH: 4) Go-to-market strategies Target Market Tools Channels ROI Calculator (deliverables, cost Existing clients (based on research “Photofit” companies (build list of FTE, NI & Tax, desk space) findings) from research findings) New departments of existing Service Level Agreement clients Departments to target Case studies Cold calling “photofits” Biographies Industry websites & social media Projects to target (Marketing, Design) Payment plan Thought leadership Build org chart & project maps Independent reviews PR
  9. 9. Approach: 5) Scale the model Set up monitoring (revenue – sales base & OTE) Use freelancers to Build pipeline scale in line with (hitlist: probables: monitoring coverage) Build direct sales Build freelance team base
  10. 10. Conclusion Generate Get into Build direct repeatable blue chip sales model revenue mainstream stream
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