BECOMING A
SALES GURU
CREATING A SALES STRATEGY
Developingaclear& smartsalesstrategy for focussedITsales
Dreams
& ActionPO...
Agenda run through
•- Icx strategy this year
•- Why do we need focussed sales?
•- Why IT?
•- What is a focussed sales stra...
ICX strategy 2013.14
Tuesday, 10 September 13
ICX strategy 2013.14
IT product
development
Tuesday, 10 September 13
ICX strategy 2013.14
IT product
development
Talent
capacity
Tuesday, 10 September 13
ICX strategy 2013.14
IT product
development
Customer
loyalty
Talent
capacity
Tuesday, 10 September 13
purpose of a sales
strategy
Tuesday, 10 September 13
purpose of a sales
strategy
Clear
product and
value
proposition
Tuesday, 10 September 13
purpose of a sales
strategy
Clear
product and
value
proposition
+
Tuesday, 10 September 13
purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+
Tuesday, 10 September 13
purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+ =
Tuesday, 10 September 13
purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+ =
higher
success rate
in sal...
Why IT?
- Demand > supply = need
- larger talent pool
- project basis and flexibility
- young professionals, fast moving a...
what is a sales
strategy?
Tuesday, 10 September 13
Sales strategy in
more detail
1. Market
Segmentation
Which industry am
I going to focus on
and what are the
needs of this
...
1. Market
Segmentation
sales strategy for it
Are you focussing on IT companies or non-IT companies?
Which is the most rele...
sales strategy for it
2. Company Need
What are the specific needs of our customers?
Which department or what kind of proje...
his
sales strategy for it
3. Job
Description We need to understand what the specific role would be.
4. EP
Requirement
What...
Market segment
Example
IT and mobile applications
Company need software development and
programming
job description
Ep req...
Prospecting for it
understand
the product
- demand and
supply
be savvy in
how we
contact
companies and
who we
contact
be m...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Tuesday, 10 September 13
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Tuesday, 10 September 13
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
LinkedIn
Who are
you
targeting?
Choose one or t...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
LinkedIn
Who are
you
targeting?
Choose one or t...
Prospecting for it
be savvy in
how we
contact
companies and
who we
contact Tech
hubs and
incubator
LinkedIn
Who are
you
ta...
Tuesday, 10 September 13
be more
intensive in
our follow up
Tuesday, 10 September 13
be more
intensive in
our follow up
effective use
of podio
Tuesday, 10 September 13
be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
Tuesday, 10 September 13
be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
objection
handling!
Tuesday, 10 Septem...
be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
objection
handling!
resell and
referra...
it prospecting
challenge!
Tuesday, 10 September 13
it prospecting
challenge!
4 weeks
Tuesday, 10 September 13
it prospecting
challenge!
700
prospected
4 weeks
Tuesday, 10 September 13
500
contacted
it prospecting
challenge!
700
prospected
4 weeks
Tuesday, 10 September 13
500
contacted
it prospecting
challenge!
700
prospected
4 weeks 50 meetings
Tuesday, 10 September 13
10 raises500
contacted
it prospecting
challenge!
700
prospected
4 weeks 50 meetings
Tuesday, 10 September 13
questions and
answers
Tuesday, 10 September 13
Upcoming SlideShare
Loading in …5
×

AIESEC UK 2013.14 Creating a Sales Strategy for IT

1,220 views

Published on

PPT explaining how to create a sales strategy for IT

Published in: Business, Technology
  • Be the first to comment

AIESEC UK 2013.14 Creating a Sales Strategy for IT

  1. 1. BECOMING A SALES GURU CREATING A SALES STRATEGY Developingaclear& smartsalesstrategy for focussedITsales Dreams & ActionPOWERED BY FUN© Tuesday, 10 September 13
  2. 2. Agenda run through •- Icx strategy this year •- Why do we need focussed sales? •- Why IT? •- What is a focussed sales strategy •- A framework for IT •- prospecting •- The it prospecting challenge! •- questions • 30 mins Tuesday, 10 September 13
  3. 3. ICX strategy 2013.14 Tuesday, 10 September 13
  4. 4. ICX strategy 2013.14 IT product development Tuesday, 10 September 13
  5. 5. ICX strategy 2013.14 IT product development Talent capacity Tuesday, 10 September 13
  6. 6. ICX strategy 2013.14 IT product development Customer loyalty Talent capacity Tuesday, 10 September 13
  7. 7. purpose of a sales strategy Tuesday, 10 September 13
  8. 8. purpose of a sales strategy Clear product and value proposition Tuesday, 10 September 13
  9. 9. purpose of a sales strategy Clear product and value proposition + Tuesday, 10 September 13
  10. 10. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + Tuesday, 10 September 13
  11. 11. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + = Tuesday, 10 September 13
  12. 12. purpose of a sales strategy Clear product and value proposition smart prospecting and sales + = higher success rate in sales Tuesday, 10 September 13
  13. 13. Why IT? - Demand > supply = need - larger talent pool - project basis and flexibility - young professionals, fast moving and dynamic Why iT? Tuesday, 10 September 13
  14. 14. what is a sales strategy? Tuesday, 10 September 13
  15. 15. Sales strategy in more detail 1. Market Segmentation Which industry am I going to focus on and what are the needs of this industry? e.g IT industry or non-IT industries. 2. Company Need What are the specific needs of our customers? e.g which department or what kind of project do they need talent for? 3. Job Description What is the specific needs of our customers & what kind of role could an intern fit into e.g web development & programming, software dev, network and database management 4. EP Requirement What are the specific skills required by the intern eg. SQL, C++, Javascript 5. Supply Which countries have these specific skills e.g. Colombia, India, Poland Tuesday, 10 September 13
  16. 16. 1. Market Segmentation sales strategy for it Are you focussing on IT companies or non-IT companies? Which is the most relevant market segment for your LC? IT sector ‣ IT solutions/ consultancy e.g Breeze IT (Nottingham’s partner, Tata Consultancy Services (Global Exchange Partner). ‣Web application/ services development ‣ Mobile application development Non-IT sector Other sectors also need IT talent: ‣Marketing companies ‣ University institutions (e.g IT and marketing departments) ‣Engineering companies ‣Manufacturing companies (e.g Haybrooke Associates Ltd. Warwick’s partner) SMEs Tuesday, 10 September 13
  17. 17. sales strategy for it 2. Company Need What are the specific needs of our customers? Which department or what kind of project are they in need of talent for? Technical support Software development and programming Two main needs of companies and the job description can be more defined depending on the specific job description. Projects needs! Tuesday, 10 September 13
  18. 18. his sales strategy for it 3. Job Description We need to understand what the specific role would be. 4. EP Requirement What are the specific backgrounds and skills required by the intern eg. Data base management, SQL, C++, Javascript 5. Supply Which countries have EPs with these specific backgrounds and skills? IT Sub products = Supply + Demand Tuesday, 10 September 13
  19. 19. Market segment Example IT and mobile applications Company need software development and programming job description Ep requirement supply development of a new mobile app - design, build, test APPs Mobile applications, mobile technology, software dev and programming and SQL, CSS etc.. Brazil, colombia, india, tunisia, poland, Mainland of china Tuesday, 10 September 13
  20. 20. Prospecting for it understand the product - demand and supply be savvy in how we contact companies and who we contact be more intensive in our follow up Tuesday, 10 September 13
  21. 21. Prospecting for it be savvy in how we contact companies and who we contact Tuesday, 10 September 13
  22. 22. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Tuesday, 10 September 13
  23. 23. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Tuesday, 10 September 13
  24. 24. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Needs Tuesday, 10 September 13
  25. 25. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs Tuesday, 10 September 13
  26. 26. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs recheck needs Tuesday, 10 September 13
  27. 27. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs Tuesday, 10 September 13
  28. 28. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] recruitment websites Tuesday, 10 September 13
  29. 29. Prospecting for it be savvy in how we contact companies and who we contact Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] meet up groups ] recruitment websites Tuesday, 10 September 13
  30. 30. Prospecting for it be savvy in how we contact companies and who we contact LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] meet up groups ] recruitment websites Tuesday, 10 September 13
  31. 31. Prospecting for it be savvy in how we contact companies and who we contact LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] Calls] meet up groups ] recruitment websites Tuesday, 10 September 13
  32. 32. Prospecting for it be savvy in how we contact companies and who we contact Tech hubs and incubator LinkedIn Who are you targeting? Choose one or two focus markets Which companies are you are contacting and who are you going to approach Needs tailor your approach! recheck needs ] Calls] meet up groups ] recruitment websites Tuesday, 10 September 13
  33. 33. Tuesday, 10 September 13
  34. 34. be more intensive in our follow up Tuesday, 10 September 13
  35. 35. be more intensive in our follow up effective use of podio Tuesday, 10 September 13
  36. 36. be more intensive in our follow up effective use of podio ensure that we follow up! Tuesday, 10 September 13
  37. 37. be more intensive in our follow up effective use of podio ensure that we follow up! objection handling! Tuesday, 10 September 13
  38. 38. be more intensive in our follow up effective use of podio ensure that we follow up! objection handling! resell and referral Tuesday, 10 September 13
  39. 39. it prospecting challenge! Tuesday, 10 September 13
  40. 40. it prospecting challenge! 4 weeks Tuesday, 10 September 13
  41. 41. it prospecting challenge! 700 prospected 4 weeks Tuesday, 10 September 13
  42. 42. 500 contacted it prospecting challenge! 700 prospected 4 weeks Tuesday, 10 September 13
  43. 43. 500 contacted it prospecting challenge! 700 prospected 4 weeks 50 meetings Tuesday, 10 September 13
  44. 44. 10 raises500 contacted it prospecting challenge! 700 prospected 4 weeks 50 meetings Tuesday, 10 September 13
  45. 45. questions and answers Tuesday, 10 September 13

×