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Designing your sales process - a course provided to SAP.io's portfolio companies

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I provided some sales training to the SAP.io portfolio firms earlier this year. Unique to the process is its inclusion of Design Thinking.

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Designing your sales process - a course provided to SAP.io's portfolio companies

  1. 1. SAP.IO Sales Workshop BY JAN SAUER
  2. 2. Agenda 1. Intro, warm-up and expectations 2. Today vs Tomorrow + your current sales process 3. Mapping your customers buying process 4. Your ideal customer profile 5. Designing your sales process 6. Discussion and wrap-up
  3. 3. Intros, warm-up and expectations
  4. 4. Today vs. Tomorrow? August 3, 2017 Goal: December 31, 2017 Goal: December 31, 2018 Total revenue YTD Total customers served YTD Total active customers today Win rate ratio: From Prospect to Customer (ex. 20 calls = 1 customer) Time to close, from 1st outreach Average deal size YTD Customer Lifetime Value estimated Customer acquisition cost
  5. 5. Your current sales process? • Describe it • What works? • What does not work/issues?
  6. 6. Mapping your customers buying process
  7. 7. Your customers buying process Stage and Activities Not in the market Problem awareness Solution definition and info search 1st Solutions evaluation Deep evaluation, recommendation, purchase Post-purchase evaluation Key events Problems and consequences Key buyer actions Track trends and tech Realizes pain and impact, worth solving?, looks for quick solutions Involves stakeholders, defines solution requirements, drafts biz case Explores, narrows, trials, confirms feature + full solution fit, stakeholders Stakeholder consensus, biz case, Reference check, biz terms Submits OK to pay Buyer questions What and where she gathers info and congregates Phase Exit Criteria Ideas for your sales process
  8. 8. Your ideal customer profile
  9. 9. Your ideal customer profile - Company
  10. 10. Your ideal customer profile - Individual
  11. 11. Designing your sales process
  12. 12. Your sales process Suspect Prospect Qualify (BANT) Fulfil + Negotiate Win (or lost) Post-sales delight Outcome Gross list of potential customers Company level qualification Qualification on individual and deal level Value proposition presented to decision makers including economic buyer. Sales person have a full understanding of all expectations, budget is confirmed, Signed contract, PO provided $ in bank + delivery scheduled / find out why we lost Repeat business, referral, additional business Key- activities Sales and marketing tools Match to customer buying process
  13. 13. Your sales process Suspect Prospect Qualify (BANT) Fulfil + Negotiate Win (or lost) Post-sales delight Outcome Gross list of potential customers Company level qualification Qualification on individual and deal level Value proposition presented to decision makers including economic buyer. Sales person have a full understanding of all expectations, budget is confirmed, Signed contract, PO provided $ in bank + delivery scheduled / find out why we lost Repeat business, referral, additional business Key- activities Sales and marketing tools Match to customer buying process
  14. 14. Discussion and wrap-up
  15. 15. Appendix Tools and tips
  16. 16. Tools and tips

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