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From Zero to Sales - Presented by: Archit Gupta

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Sales Approach Marketing Sales Strategy… Execution…

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Sales is a Process Awareness Demand Generation Sales Engagement Sales Closure Delivery Sales Pipeline Sales Forecast

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Sales Mantra <ul><li> “ Hope is not a ‘Sales’ Strategy” </li></ul>

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Sales Preparation (Strategy) <ul><li>Determine your Reason for Existence </li></ul><ul><li>Assess Your Market Opportunities </li></ul><ul><li>Perform a Market Analysis / Positioning </li></ul><ul><li>Perform a Competitive Analysis / Positioning </li></ul>

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Reason for Existence <ul><li>Why do you do what you do </li></ul><ul><ul><li>Vision / Mission </li></ul></ul><ul><ul><li>Core Purpose </li></ul></ul><ul><ul><li>What market need are you satisfying </li></ul></ul><ul><li>What value do you bring to your Customer </li></ul><ul><ul><li>ROI (Return on Investment) </li></ul></ul><ul><ul><li>TCO (Total Cost of Ownership) </li></ul></ul><ul><li>ACTION ITEM: Your Message to the World </li></ul><ul><ul><li>Develop your 30 second Pitch </li></ul></ul><ul><ul><li>Formalize it in a 1 Page Letter for a key decision maker </li></ul></ul>

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Assessing Market Opportunities <ul><li>Market Trends </li></ul><ul><ul><li>Who has money to spend? </li></ul></ul><ul><ul><li>Why are they spending money and for what projects? </li></ul></ul><ul><li>Target Prospect Profile </li></ul><ul><ul><li>By Industry </li></ul></ul><ul><ul><li>By Revenue </li></ul></ul><ul><ul><li>By Company size </li></ul></ul><ul><li>Value Proposition </li></ul><ul><ul><li>What can you do for these targets? </li></ul></ul><ul><li>Prospecting </li></ul><ul><ul><li>Network </li></ul></ul><ul><ul><li>Online Research </li></ul></ul><ul><li>ACTION ITEM: </li></ul><ul><ul><li>Research 10 prospects everyday </li></ul></ul>

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Market Analysis / Positioning <ul><li>How will you position yourself in the market place </li></ul><ul><ul><li>Differentiation? </li></ul></ul><ul><ul><li>Price? </li></ul></ul><ul><ul><li>Capabilities? </li></ul></ul>

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Competitive Analysis / Positioning <ul><li>Who is your competition? </li></ul><ul><ul><li>What are their Strengths? </li></ul></ul><ul><ul><li>What are their Weaknesses? </li></ul></ul><ul><li>You </li></ul><ul><ul><li>What are your Strengths? </li></ul></ul><ul><ul><li>What are your Weaknesses? </li></ul></ul><ul><li>How are you Different </li></ul><ul><ul><li>What makes you special? </li></ul></ul>

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Sales Preparation (Execution) <ul><li>Determine Sales Execution Strategy </li></ul><ul><li>Target Prospect Profiles </li></ul><ul><li>Develop List of Target Prospects </li></ul><ul><li>Determine Value Proposition and Match </li></ul><ul><li>Know Your Competition </li></ul>

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Target Prospect Profile <ul><li>Describe an ‘ideal’ prospect </li></ul><ul><ul><li>Company Size </li></ul></ul><ul><ul><ul><li>Revenue </li></ul></ul></ul><ul><ul><ul><li>Employees </li></ul></ul></ul><ul><ul><li>Target Decision Maker </li></ul></ul><ul><ul><li>Industry </li></ul></ul><ul><ul><li>Territory / Geography </li></ul></ul><ul><ul><li>Money to spend? </li></ul></ul><ul><ul><li>Pain Point </li></ul></ul>

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Where to Find Prospects? <ul><li>Online (via web research) </li></ul><ul><li>Paid online database providers (e.g. Hoovers, Zoominfo etc ……) </li></ul><ul><li>Cold calling </li></ul><ul><li>Conferences </li></ul>

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Sales Life Cycle 100% Project Close 97% Project Checks and Feedback 90% Project Execution 85% Resource Allocation 85% Project Timelines 82% Purchase Order 80% Yes/No Decision 70% Negotiations 60% Pricing Discussions 50% Project Requirements Gathering 40% Meeting 30% Follow Up 20% Introductory email 10% First Call Delivery Sales Closure Sales Engagement Demand Generation Awareness Activity

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Awareness <ul><li>30 Second Pitch </li></ul><ul><li>1 Page Letter / Email Introduction </li></ul><ul><li>Telephone Script and Q&A </li></ul><ul><li>Marketing Material </li></ul><ul><li>Differentiate yourself </li></ul>

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Demand Generation <ul><li>Focus on the ‘Right Prospects’ </li></ul><ul><li>Prospecting </li></ul><ul><li>Generate Interest </li></ul><ul><li>Volume: Word of Mouth </li></ul>

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Sales Engagement <ul><li>Clean, concise sales presentation </li></ul><ul><li>Goal oriented sales meeting </li></ul><ul><li>Always leave the door open </li></ul><ul><li>Concrete next steps / activities </li></ul><ul><li>Ask for the Purchase Order </li></ul>

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Sales Closure <ul><li>Goal is customer signed Purchase Order </li></ul><ul><li>Get Customer to commit by signing something </li></ul>

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Delivery <ul><li>Be accurate in establishing delivery expectations </li></ul><ul><li>Tell them what you are going to do, Do it, and tell them what you did </li></ul><ul><li>Deliver 100% on Expectations </li></ul><ul><li>Successful delivery = Repeat Business!! </li></ul>

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It’s a Numbers Game <ul><li>Awareness </li></ul><ul><ul><li>The more prospects you touch and know that you exist, the higher the chances of generating demand </li></ul></ul><ul><li>Demand Generation </li></ul><ul><ul><li>The more ‘interested’ prospects that you generate, the higher your chances to engage in sales opportunities </li></ul></ul><ul><li>Sales Engagement </li></ul><ul><ul><li>The more sales engagements you participate in, the higher your chances of closing new customers </li></ul></ul><ul><li>Sales Closure </li></ul><ul><ul><li>The more sales you close…..$$$ </li></ul></ul><ul><li>Delivery </li></ul><ul><ul><li>The more times you work with customers, and deliver on customer satisfaction, the more new opportunities you generate </li></ul></ul><ul><li>Rule of thumb </li></ul><ul><ul><li>100 targets ‘should’ generate 10 sales engagements </li></ul></ul><ul><ul><li>10 sales engagements should generate 2 sales </li></ul></ul>

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<ul><li>Thank You! </li></ul>