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Enterprise Sales
The document outlines essential sales skills and strategies for effective prospecting and customer engagement, emphasizing the importance of understanding market dynamics and customer needs. It highlights the sales funnel process, showing statistics on customer interest and purchase behavior, as well as the role of various stakeholders in the sales process. Additionally, it advises on the need for clear communication of value propositions and the significance of personalized presentations in achieving successful sales outcomes.
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Encourages the use of social media hashtag #ent101 for engagement.
Highlights key sales skills (e.g., prospecting, asking questions) alongside necessary job skills (e.g., education, experience).
Discusses the increase in account sizes, complexity of transactions, and the role of various sales partners.
Outlines sales funnel stages with probability data, emphasizing customer engagement and sales strategies.
Identifies key stakeholder roles (buyers, influencers) and emphasizes clarity in communication and value propositions.
Identifies key stakeholder roles (buyers, influencers) and emphasizes clarity in communication and value propositions.
Discusses simplicity in presentations and the importance of outreach effectiveness, advising a prudent communication ratio.
Discusses simplicity in presentations and the importance of outreach effectiveness, advising a prudent communication ratio.
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Enterprise Sales
- 1. Follow or Tweet:#ent101
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- 5. Sales Skills: Job Skills: • Prospecting • Product or Industry Knowledge • Asking Questions • Sales Experience • Finding “Pain” • Market Knowledge • Uncovering Budget Sales Skills Job Skills • Education • Gaining Commitments Personal Talent Skills Personal Talent and Skills: • Goal Achieving • Resiliency • Self-Starter • Results Oriented • Self Management
- 6. Increasing Account Inside Direct Solution Size Sales Sales Selling And Importance Retail / Indirect / Online Partners Increasing Complexity of Transaction
- 7. Business Tech Partner Partner Let your Customer help you Choose Big is not always Best ANN R EL for a Start-up NE Service Marketing ART Partner Partner CH P MARKETING Channel PARTNER Partner
- 8. Prospects 10% Validated 25% Qualified10% 1 in 10 chance of success at Best Few 90% each stage Won Start up is closer to 1 in 25 POST
- 9. Marketing campaigns Sales Sheets Presentations Reference Story Prospects 10% Solution Sales Sheets Customized Presentations Validated 25% Demo Sponsor Letter Custom Value Proposition Qualified 10% Solution Blue Print Proposal Best Few 90% Specific Pricing Won Implementation Billing POST Customer Management Stable Operations
- 10. 1,786 Prospective customers Sales Funnel 1,314 Viewed product information 510 Stayed at least 5 minutes 165 Made a purchase 5 Life time value over $500
- 11. Stakeholder Map EconomicBuyers User Buyers final authority to release the use or supervise the use of funds your product Technical Buyers Coaches judge and rule on your guide you in the sale product’s specifications Create WIN WIN with each. Determine and rank degrees of influence HONESTLY. Analyze your position with each HONESTLY.
- 13. Be Clear on.. • what’s in it for them • on meeting purpose • your value proposition • on time • who’s attending • facilities Your deck is not your script Be Memorable
- 14. Partners Licensors Simplicity Pilot Reference Revenue Margin
- 16. For every You may get To generate 10 cold to make 3 1 sale calls made presentations
- 17. 2 ears &1 Mouth Use in that proportion!