How To Go About Defining A Successful Sales Strategy

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This document discusses defining a successful sales campaign. It addresses how the market is changing from past outbound marketing approaches like pay-per-click and telemarketing to more targeted and personalized approaches. It also discusses how to define key elements of the sales system like customer acquisition costs, value propositions, prospecting plans, and call tracking to improve sales efficiency and close more deals. The document provides tips on crafting effective value propositions, researching audiences, and including calls to action to help close more sales.

Technology Business

Defining a successful sales
Campaign
Mrinal Singh
mrinalasingh@gmail.com

Market is Changing
• Past-

• Present

• Future

Targeted Marketing

• Pay Per Click

• Search Engine Optimization

• Telemarketing

• Tradeshows

Customer Acquisition Cost
• What is your cost of
customer acquisition?

• What is the deal size that
your Field sales reps chase?

Cost of Customer Acquisition
Indirect Sales Field Sales

Cost of Customer Acquisition $1,750.00 Cost of Customer Acquisition $109,700

Value Proposition

• How to craft an effective value proposition?

 Avoid oversell

 Portray thought leadership through whitepapers,
blogs, ebooks and podcasts

 Identify and Address Customer needs

SUCCESSFUL SALES PROCESS

• Know your audience

• Research your audience- example (IBM's all-star
salesman)
http://money.cnn.com/2008/09/23/technology/h
empel_IBM.fortune/index.htm

Defining The Sales System

• What is the average deal size?

• Determine how many unique
contacts?

• What is the deal closure cycle?

Develop a Prospecting Plan

• Sales Quota.

• Number of Prospects to contacted
to achieve this.

• Right person contacts.

• Efficiency Utilisation.

Sample Call Tracking Matrix
A Calls to Unique Contacts per day
B Total unique contacts per month
C Total # of contacts with :
Daily Frequencies
Weekly Frequencies
Bi-Weekly Frequencies
Monthly Frequencies
D Total Scheduled Calls
Efficiency=Total Scheduled Calls/Total unique contacts
E per month

F Schedule Effeciency in % = Line E/Line B* 100

How to Close

• Call for Action- Keep it simple

• Do proof of Concept

• Freemium- Limited Version free product

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How To Go About Defining A Successful Sales Strategy

1. Defining a successful sales Campaign Mrinal Singh mrinalasingh@gmail.com

2. Market is Changing • Past- • Present • Future

3. What is Better

4. Outbound Marketing-

5. Targeted Marketing • Pay Per Click • Search Engine Optimization • Telemarketing • Tradeshows

7. Customer Acquisition Cost • What is your cost of customer acquisition? • What is the deal size that your Field sales reps chase? Cost of Customer Acquisition Indirect Sales Field Sales Cost of Customer Acquisition $1,750.00 Cost of Customer Acquisition $109,700

8. Value Proposition • How to craft an effective value proposition?  Avoid oversell  Portray thought leadership through whitepapers, blogs, ebooks and podcasts  Identify and Address Customer needs

9. SUCCESSFUL SALES PROCESS • Know your audience • Research your audience- example (IBM's all-star salesman) http://money.cnn.com/2008/09/23/technology/h empel_IBM.fortune/index.htm

10. Defining The Sales System • What is the average deal size? • Determine how many unique contacts? • What is the deal closure cycle?

11. Develop a Prospecting Plan • Sales Quota. • Number of Prospects to contacted to achieve this. • Right person contacts. • Efficiency Utilisation.

12. Sample Call Tracking Matrix A Calls to Unique Contacts per day B Total unique contacts per month C Total # of contacts with : Daily Frequencies Weekly Frequencies Bi-Weekly Frequencies Monthly Frequencies D Total Scheduled Calls Efficiency=Total Scheduled Calls/Total unique contacts E per month F Schedule Effeciency in % = Line E/Line B* 100

13. How to Close • Call for Action- Keep it simple • Do proof of Concept • Freemium- Limited Version free product

14. Thanks

How To Go About Defining A Successful Sales Strategy

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