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Sales in Action - Whitepaper

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SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

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Sales in Action - Whitepaper

  1. 1. Re-­‐Think   Your  Sales  in  Ac4on.   -­‐  One  Slider  Introduc0on  In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  
  2. 2. About  This  Document  About  This  Document  This  document  gives  a  framework  for  planning  your  Sales  Process  Ac4vi4es.  You  are  free  to  re-­‐use  this  plan  as  is  or  modify  it  to  be?er  fit  your  purpose.  Who  Should  Read  This?  This  document  is  planned  for  anyone  interested  in  making  sense  of  Strategic  Sales,  Complex  Sales,  Solu4on  Selling  and  Value  Selling.    Main  Target:  Directors,  Sales  Team  Leaders,  Business  Owners,  Sales  Execu4ves,  Others  Interested  About  SocialADM  SocialADM.com  is  a  Strategic  Sales  Tool  provided  as  a  Service  (SaaS)  and  designed  by  Sales  Execu4ves  to  help  other  Sales  Execu4ves  in  their  daily  Sales  Processes  from  Lead-­‐to-­‐Order.  SocialADM  is  especially  designed  for  Strategic,  Complex,  Value  and  Solu4on  Selling  Process.  
  3. 3. Simplified  Sales  in  Ac4on  Process   Proposal  &   Closed   Planning   Discovery   Solu4on   Legal   Nego4a4on   Won/Lost  Pre-­‐Mee&ng   First  Call   Solu&on  Call   Proposal   Nego&a&on   WinPlan  CREATE  NEW   ACCESS   SURPRISE  FACTOR   PROPOSE   NEGOTIATE     WINPLAN  ACCOUNTBOARD         Accoun4ng  Process    -­‐  Build  Ecosystem   INTRODUCTION   SAMPLE   Proposal  with  a   Legal  Process   What  will  you   of  Influencers     PRESENTATION   targeted   Sourcing  Goals   close,  how  will  you  -­‐  Manage   TARGET  QUESTIONS   Background   solu4on     close,  when  and   Ac4vi4es     Challenges   SURPRISE  FACTOR   what  resources  are     FOLLOW  UP   Solu4ons   needed  to  make  BEGIN  ACCOUNT   Quick  wins   sure  you  can  DUE  DILIGENCE   Cases  &  References   close?  -­‐  Customer   Feedback     Internal  Data   Next  Step   à  CLOSE  -­‐  Customer     External  Data  -­‐  Partner  Data   Follow  Up  Calls  -­‐  Other  Data   DISCOVER  OTHER  INFORMATION     NETWORK  WITH  CUSTOMER  &  PARTNERS  BUILD   INCEPT  THE  VALUE  PROPOSITION  UNDERSTANDING   BUILD  BETTER  UNDERSTANDING  OF  YOUR  TARGET  OF  THE  ACCOUNT  
  4. 4. Re-­‐Think   Your  B2B  Sales.   Our  Website:  h?p://www.socialadm.com   Our  Blog:  h?p://salesgonesocial.wordpress.com      In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  

SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

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