Defining a successful sales        Campaign         Mrinal Singh   mrinalasingh@gmail.com
Market is Changing• Past-• Present• Future
What is Better
Outbound Marketing-
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 ...
Value Proposition•   How to craft an effective value proposition?   Avoid oversell   Portray thought leadership through ...
SUCCESSFUL SALES PROCESS• Know your audience• Research your audience- example (IBMs all-star  salesman)  http://money.cnn....
Defining The Sales System• What is the average deal size?• Determine how many unique  contacts?• What is the deal closure ...
Develop a Prospecting Plan• Sales Quota.• Number of Prospects to contacted  to achieve this.• Right person contacts.• Effi...
Sample Call Tracking MatrixA     Calls to Unique Contacts per dayB     Total unique contacts per monthC     Total # of con...
How to Close• Call for Action- Keep it simple• Do proof of Concept• Freemium- Limited Version free product
Thanks
How  To Go About Defining A Successful Sales Strategy
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How To Go About Defining A Successful Sales Strategy

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This presentation outlines the strategy that can be adopted to define a successfull sales strategy along with defining an approach plan

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How To Go About Defining A Successful Sales Strategy

  1. 1. Defining a successful sales Campaign Mrinal Singh mrinalasingh@gmail.com
  2. 2. Market is Changing• Past-• Present• Future
  3. 3. What is Better
  4. 4. Outbound Marketing-
  5. 5. Targeted Marketing• Pay Per Click• Search Engine Optimization• Telemarketing• Tradeshows
  6. 6. Customer Acquisition Cost• What is your cost of customer acquisition?• What is the deal size that your Field sales reps chase? Cost of Customer AcquisitionIndirect Sales Field SalesCost of Customer Acquisition $1,750.00 Cost of Customer Acquisition $109,700
  7. 7. 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
  8. 8. SUCCESSFUL SALES PROCESS• Know your audience• Research your audience- example (IBMs all-star salesman) http://money.cnn.com/2008/09/23/technology/h empel_IBM.fortune/index.htm
  9. 9. Defining The Sales System• What is the average deal size?• Determine how many unique contacts?• What is the deal closure cycle?
  10. 10. Develop a Prospecting Plan• Sales Quota.• Number of Prospects to contacted to achieve this.• Right person contacts.• Efficiency Utilisation.
  11. 11. Sample Call Tracking MatrixA Calls to Unique Contacts per dayB Total unique contacts per monthC Total # of contacts with : Daily Frequencies Weekly Frequencies Bi-Weekly Frequencies Monthly FrequenciesD Total Scheduled Calls Efficiency=Total Scheduled Calls/Total unique contactsE per monthF Schedule Effeciency in % = Line E/Line B* 100
  12. 12. How to Close• Call for Action- Keep it simple• Do proof of Concept• Freemium- Limited Version free product
  13. 13. Thanks

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