The document discusses various strategies for global sales, including passive sales through online marketing, active sales through an outbound sales team, and bidding on marketplaces. It outlines key considerations for sales strategy such as targeting domains, geography, and customer profiles. The document also covers people and processes for sales, including establishing KPIs and roles for the sales team. Finally, it discusses tools and automation for lead search and management through the sales funnel.

1. Global sales – a few insights

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May, 2017:CBDO and Partner @Mangosoft. Outsourcing&Offshoring company
with technical expertise in web and mobile development servingcustomers
worldwide.
May, 2017:CBDO and Partner @Kevuru, game development and art studio
focusing on creating great games for topcompanies all our the world.
April, 2015 – may, 2017: Head of Business Development @QATestLab,
independent QA and software testing provider, the company with 7 offices in
Ukraine and 100+ clients all over the world.
2008 – 2014: Managing Partner @Daytrader, b2c segment, access to NYSE and
NASDAQ re-seller. In 2012 together with the development team from Lviv launched
first Ukrainian trading platform with access to international stock exchanges.

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ACTIVE SALES VS. PASSIVE SALES VS. BIDDING
Passive sales (inbound) – customers find us through online search,
websites, different blogs, advertising etc. (thanks to marketing activities).
Bidding – search for relevant requests on marketplaces and exchanges
(Upwork, Guru,Twago, Weblancer etc.)
Active sales (outbound) – customers are found by sales team.

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Main questions
Strategy
People&Processes
Execution&Automation

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Strategy

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4 steps to go
1.Target domains.
2.Target geography.
3. Client profile: company size – position.
4. Ready-to-market cases.

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Sales vs Marketing

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People&Processes

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Outbound Sales Channels: types
1. Existing data base from lead generation
2. Social sales
3. Parners and referrers network
4. Recommendations and introductions from existing customers
5. Conferences
6. Road shows

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Sales Channels: effectiveness
Lead Generation: 5-7% of sales:
* LinkedIn – 3%
* Emails: 4%
Recommendations from existing clients: up to 10%
Partners&Referrers: 30-35%
Road Shows and Conferences: up to 50%

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LinkedIn Outreach:
• LinkedIn_BoT
• LinkedIn Helper
• Sales Navigator
Email Outreach:
• Anyleads (Company Miner)
• Hunter (Bulk) + manual
• Sales Navigator (manual)
• Mailshake
Tools Overview

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Sales Team
Separate roles KPIHierarchical structure Motivation

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KPI
The presence of metrics:
* Gives an understanding of the intensity and effectiveness of the movement.
* Sets clear goals that are clear to all.
Examples of metrics for different positions:
* Lead Generator: collect 5 000 contacts, 2 000 emails per week.
* SDR: 2 mass send outs - 1 000 each per week; 2 meetings.

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Warm
lead
Hot
lead
Client
Cold
lead
Former
client
 Test project
 Project negotiations
 To contact
 The contact is made
 Interested
 The presentation is held
 Project evaluation
 Interested in the future
Lead lifecycle

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Execution&Automation

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Lead Search
How it works
Mail Search Mail
Confirmation
Cold Mail
(outbound)
CRM Mail
Follow-up e-
mail
Search tool
LinkedIn
Helper
LinkedIn Bot
YES
NO
YES
NO
Database
NO
YES
Manual Mail
Collection
Sales FunnelCustomer

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LinkedIn: https://www.linkedin.com/in/antonbaranovskyi/
Skype:
anton_baranovskiy
Contacts