Sales & Marketing: Life of a Sale

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Sales & Marketing: Life of a Sale

  1. 1. Sales & Marketing Beth Blecherman techmamas.com @techmamaLife of a Sale Ana Lydia Ochoa- Monaco llbloggers.com @LatinaPRpro Deb Rox Platformunlimited.com @debontherocks Teneshia Jackson Warner egamiconsulting.com @teneshiajwarnerWireless Network: Fairmont MeetingsGroup and password are both BlogHerPro Conference hashtag: #BlogHerPro
  2. 2. Five Stages of a Sales Cycle Glossary 1. Define and Understand your Product & Services 2. Leading Generation 3. Executing the Sale 4. Reporting/Promoting Results 5. CRM/Ongoing Lead GenerationWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  3. 3. Five Stages of a Sales CycleWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  4. 4. Five Stages of a Sale: Stage 1 – Define & Understand your Product & Services 1. Research o Brand vs. Agency o Who / What / Where / How? o Trends vs. needs 2. Self Analysis o Degree vs. Experience o Give yourself credit o Tout dont boast o Enlist your allies o What can you do? 3. Speak the lingo o Strategy vs. Tactic vs. Tools o Where do you fit in? 4. What are you selling? o Dont just focus on the obvious o Do you have the cherry on-top? o UpsellingWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  5. 5. What are you selling?Product -- a distinct item or serviceCampaign -- a group of marketingproducts strategically implementedProject -- a series of activities with adefined beginning and endWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  6. 6. Five Stages of a Sale: Stage 2 – Lead Generation Lead Generation is all about BUILDING THE PIPELINE of potential clients • Understanding your Core Services = Understanding Your Core Target Audience o Who are you selling to? o Where do you meet them? (i.e. - Industry Conferences, Networking Events, Referrals Professional Associations) o What are the various channels you can leverage to meet them? (i.e. social media) o Is there an ideal time for you to sell your core service? • Converting a "Nice to Meet You" into "Nice To Doing Business With You" o Listening with an "Always-On Opportunity Finding Ear" o The Art of Connecting the Dots ( i.e. needs = opportunities = can your service meet the need?) • Follow Through is Your RoadMap To Turn Leads into Business o Create a Followup Plan of Action o Making a Sale Impression • Wireless Network: Fairmont Meeting Group name and Password areto Prioritize Understanding How both: Your Leads BlogHerPro Conference hashtag: #BlogHerPro
  7. 7. Stage 2 – Lead Generation • Assessing Your Lead Generation Strategy - Whats the ROI? o What efforts are leading to leads? Whats the cost of outreach versus business value closed? o Which conferences lead to new business or sale? o What social media engagement led to a new business lead? • WINNING Strategies Are FLEXIBLE Strategies o Analyzing the Results of Your Lead Generation Strategy  Whats working? Whats not working? Adjust! o Learn. Adjust Accordingly. Move Forward. Wireless Network: Fairmont Meeting Group name and Password are both: BlogHerPro Conference hashtag: #BlogHerPro
  8. 8. Stage 2 – Pitch/Quote/Negotiate “These are the new leads. These are the Glengarry leads. And to you theyre gold, and you dont get them. Why? Because to give them to you would be throwing them away. Theyre for closers.”Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  9. 9. Stage 2 - Pick The Perfect Pitch 1. Collaborative, evolved in meetings with client 2. Written and general, in a sales sheet 3. Written and specific, tailored to that prospectWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  10. 10. Stage 2 - Negotiate Collaborative Negotiations • allow for creative solutions • create real ROI, and the ROI that is needed • develop relationships Collaborative negotiations lead to innovative products and "best practices" campaigns.Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  11. 11. Five Stages of a Sale: Stage 3 - Executing the saleWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  12. 12. Five Stages of a Sale: Stage 3Executing the saleWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  13. 13. Stage 3 - Executing the sale Project Management Tools: • Basecamp • iDoneThis • Asana, Celoxis, • Microsoft Office - • Freshbooks 365 (MS • ProductEEV Project, SkyDrive) • ChiliProject (Open srce) • Evernote, DropBox • Intuit Quickbase , Box • Orchastra • Google Docs • Podio, Flow,Orchastra (Google Drive) • Sugar SyncWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  14. 14. Stage 3 - Executing the saleScheduling: Editorial Calenders : • Doodle, Tungle • WordPress Editorial • Outlook.com Calendar Plugin • Google Calender • HootSuite, TweetDeck • Cozi • Online Calenders Social Media/Curation: • Blogs, Twitter, Facebook, Pinterest, Google+ • Springpad (Notepads w/ Collaboration), SkinnyScoop (lists), Pearltrees, Tumblr • Photo: Instagram, Photobucket • Video: YouTubeWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  15. 15. Stage 3 - Executing the sale Project Management Apps: Social Media Mgmt • Todoist • HootSuite, TweetD • Schedule Planner Pro eck • Trello • Buffer • Clear • IFTTT • iXpenseIt • SkinnyScoop • Springpad • Instapaper • Google ReaderWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  16. 16. Five Stages of a Sale: Stage 4Reporting/Promoting Your Results Goals: 1. Summarize your outcomes. 2. Interpret your projects impact. 3. Make recommendations for future partnerships or extended work.Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  17. 17. Stage 4 Report Elements 4 Ws and an H -- plus ROI Quantitative + Qualitative = Do the Math + Tell the StoryWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  18. 18. Five Stages of a Sale: Stage 4Reporting ToolsWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  19. 19. • Stage 4Reporting: • Tell the Story • + • Interpret the Impact • + Contractual Outcomes • Lessons Learned/ Metrics/Impressions/New Followers Recommendations Screenshots / Photographs Links to Collateral • + Links to Product Mentions Pull Quotes Comments • Format that Works for ThemWireless Network: [TBD]Password (case sensitive, one word): Conference hashtag: #BlogHer12
  20. 20. Five Stages of a Sale: Stage 5 - CRM/ Ongoing Customer RelationshipsWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  21. 21. Stage 5 - CRM Tools • Excel • • Access • Cloud Docs • Email Ticklers/ • Salesforce.com Sugar CRM Newsletters (.i.e • Zoho CRM Constant Contact, • Infusionsoft Mail Chimp) • Intuit QuickBaseMany Project Management tools have CRM (i.e.Microsoft Office 365 + Microsoft Dynamics CRM)Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  22. 22. Example of CRM System: crm.zoho.comWireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro
  23. 23. Five Stages of a Sales Cycle Questions???Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro Conference hashtag: #BlogHerPro

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