Globaltech - The Sales Process


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Globaltech - The Sales Process

  1. 1. The Sales ProcessConstanza
  2. 2. Websites That SellConstanza
  3. 3. General Rules• Clean – easy to read ( Big font) –not crowded• Not too much flush• Not important information into Flash• No scroll down• Live sell tool - News –Events- Demos• Search Engine Optimization SEO
  4. 4. Website Suggested Content• Home• About us• Products and services• Clients/ success stories• Partners ( Optional)• News and White papers ( optional)• Contact us
  5. 5. Home• Value proposition• Main products or services• News/ events ( optional – recommended)• Nice Picture• Logo and tag line• Corporate image• Language ( English/ Spanish - No flags)• Menu
  6. 6. About Us• History ( years in business )• TEAM• Awards• Certifications• Offices• Back home
  7. 7. Products and Services• Small description ( the problem it solves)• All the products in one page if possible• Hyperlinks for more details• Demos ( sign in: name - email – company name- phone number)• Buy ( optional) shopping cart• Contact us.. Chat..• Menu- back/ home
  8. 8. Clients/ Success Stories• Organized by industry• Small description ( Bank – Insurance co..)• Testimonials on the side “ use quotes”• Success stories • The company ( small description- Bank 1 million clients) • The problem ( one paragraph) • The solution you deployed ( includes technology used) • The benefits ( quantitative - % $ #/hour)• Back/ home
  9. 9. Partners (optional)• Logos / small description current partners• Organized by product / region• Partners program /Benefits or being partner• Become a partner ( Sign in- contact us )• Only for partners ( sign in) training documents brochures / manuals• Back/ home
  10. 10. News, Blogs and WhitePapers (optional)• Small description .. Read more and hyperlink• Organized by date• White papers download ( sign in)• Needs to be updated often• Twitter and social networks to announce them• Very well written• Very attractive title- home• Back /home
  11. 11. Contact Us• Names / titles / emails and telephones• Offices - addresses and telephones• Review messages• Live Chats• Back /home
  12. 12. The Sales ProcessConstanza
  13. 13. Marketing vs Sales Marketing Sales (Planning) (Execution) Business Development
  14. 14. Sales is a Process Demand Sales SalesAwareness Delivery Generation Engagement Closure Sales Pipeline Sales Forecast
  15. 15. The Funnel Awareness Lead generation Sales
  16. 16. 1. Awareness• Trade Shows• Industry Magazines• Public Relations (PR)• Blogs• Clients’ Industry associations – speaker• Technology industry associations• Social networks• Network, Network, Network
  17. 17. 1. Trade Shows• Where your clients go (Financial-Health Care..) • Booth • Something to attract • At least two people • Brochure • One page overview • Web site and Demo• Your industry – for competitive analysis • Only to the exhibition zone
  18. 18. 1. Blogs• Add value to your readers• Announce a plan• Engage the reader (feedback)• Periodically – Every Tuesday• Twitter to remind
  19. 19. 1.Public Relations - PRNewsletters/ twitter/social networks• New product• New Partner• New clientYou need• Success Stories• Press release to the media
  20. 20. 1.Social NetworksLinkedin- Facebook- Twitter…• Be part of client’s groups• Update your profile• Answer questions
  21. 21. 1. Networking Events• Where your clients go• Where opinion leaders go• Where your potential partners goGet as much contacts as possibleYou will need• Elevator pitch- Ask a lot of questions first• Business cards• Follow up – Help others if possible
  22. 22. 2. LeadGeneration2. Lead Generation
  23. 23. The Funnel Awareness Lead generation Sale s
  24. 24. 2. Lead generation• Follow up contacts- Data base• Search Engine Optimization- SEO• Web site demos• Web site white papers• Cold calling• Email campaigns
  25. 25. 2. Follow up the contacts• Write in the business card back• Create a data base with all the contacts• Follow up on the next week• Send them some news about your company/ industry
  26. 26. 2. Search Engine Optimization-SEO• Optimize your web site• Use Analytics after each campaign• See who is visiting you
  27. 27. 2. Web Site Demos & WhitePapers• Americanized English• Easy to download• On line help• User manuals on line –very simple• Register the person• Follow up
  28. 28. 2. Cold Calling• Get a data base- target market• Hire a mail manager• Hire a native English speaker- USA• Script: Value proposition – call to action• Leave voice messages• Follow up Goal : Get an appointment for the sales agent
  29. 29. 2. Email campaigns• Get the data base• Write a news letter • New product/benefits • Business case• Follow up with phone calls
  30. 30. 2.6 Email CampaignsThings to prepare• Value proposition• Introductory letter• Web site
  31. 31. 3. Engaging and Closing
  32. 32. The Funnel Awareness Lead generation Sales
  33. 33. 3. Selling to a clientThings to prepare• Google your contact• Review their power point presentation• Power point presentation• Business cases• Brochure/ Technical fact sheet• Demo• Pricing• Contracts
  34. 34. Who is going to sell• The CEO- VP first sales• CEO +Sales rep• Sales rep• CEO-VP + channel• Channel 34
  35. 35. 3. Selling to a ChannelYou need • Value Proposition • Introductory letter • Web site • Power point presentation • Brochure/Technical Fact sheet • Pricing/ commission scheme • Demo • Contracts
  36. 36. Power point for PartnersPower point for clients +• Market opportunity• Competitive chart /advantage• Financials for them• Marketing plan – Promotion scheme• Lead generation plan
  37. 37. 4. Delivery• Be accurate in establishing delivery expectations• Tell them what you are going to do. Do it, and tell them what you did• Deliver 100% on Expectations• Successful delivery = Repeat Business!!• Customer support in place• Partners support in place
  38. 38. 5. BudgetingExpenses• Awareness• Lead generation: campaigns - events• Sales engagement- travel people• Sales closure ( lawyers)• Delivery• Customer and partners support
  39. 39. 5. Revenue ForecastMonth by month• 1000 contacted- data base• 100 interested- prospects• 10 proposal- leads• 2 clients• Timeline 3- 6 months to close the first client 39
  40. 40. Review Plans at least every quarter better every monthevery week ( the best)
  41. 41. Thanks ! Questions? Constanza