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Similar to Globaltech - The Sales Process
Globaltech - The Sales Process
- 1. The Sales Process ConstanzaNieto constanza@globaltechbridge.com
- 2. Websites That Sell ConstanzaNieto constanza@globaltechbridge.com
- 3. General Rules • Clean – easy to read ( Big font) –not crowded • Not too much flush • Not important information into Flash • No scroll down • Live sell tool - News –Events- Demos • Search Engine Optimization SEO
- 4. Website Suggested Content • Home • About us • Products and services • Clients/ success stories • Partners ( Optional) • News and White papers ( optional) • Contact us
- 5. Home • Value proposition • Main products or services • News/ events ( optional – recommended) • Nice Picture • Logo and tag line • Corporate image • Language ( English/ Spanish - No flags) • Menu
- 6. About Us • History ( years in business ) • TEAM • Awards • Certifications • Offices • Back home
- 7. Products and Services • Small description ( the problem it solves) • All the products in one page if possible • Hyperlinks for more details • Demos ( sign in: name - email – company name- phone number) • Buy ( optional) shopping cart • Contact us.. Chat.. • Menu- back/ home
- 8. Clients/ Success Stories • Organized by industry • Small description ( Bank – Insurance co..) • Testimonials on the side “ use quotes” • Success stories • The company ( small description- Bank 1 million clients) • The problem ( one paragraph) • The solution you deployed ( includes technology used) • The benefits ( quantitative - % $ #/hour) • Back/ home
- 9. Partners (optional) • Logos / small description current partners • Organized by product / region • Partners program /Benefits or being partner • Become a partner ( Sign in- contact us ) • Only for partners ( sign in) training documents brochures / manuals • Back/ home
- 10. News, Blogs andWhite Papers (optional) • Small description .. Read more and hyperlink • Organized by date • White papers download ( sign in) • Needs to be updated often • Twitter and social networks to announce them • Very well written • Very attractive title- home • Back /home
- 11. Contact Us • Names / titles / emails and telephones • Offices - addresses and telephones • Review messages • Live Chats • Back /home
- 12. The Sales Process ConstanzaNieto constanza@globaltechbridge.com
- 13. Marketing vs Sales Marketing Sales (Planning) (Execution) Business Development
- 14. Sales is aProcess Demand Sales Sales Awareness Delivery Generation Engagement Closure Sales Pipeline Sales Forecast
- 15. The Funnel Awareness Lead generation Sales
- 16. 1. Awareness • Trade Shows • Industry Magazines • Public Relations (PR) • Blogs • Clients’ Industry associations – speaker • Technology industry associations • Social networks • Network, Network, Network
- 17. 1. Trade Shows • Where your clients go (Financial-Health Care..) • Booth • Something to attract • At least two people • Brochure • One page overview • Web site and Demo • Your industry – for competitive analysis • Only to the exhibition zone
- 18. 1. Blogs • Add value to your readers • Announce a plan • Engage the reader (feedback) • Periodically – Every Tuesday • Twitter to remind
- 19. 1.Public Relations -PR Newsletters/ twitter/social networks • New product • New Partner • New client You need • Success Stories • Press release to the media
- 20. 1.Social Networks Linkedin- Facebook-Twitter… • Be part of client’s groups • Update your profile • Answer questions
- 21. 1. Networking Events • Where your clients go • Where opinion leaders go • Where your potential partners go Get as much contacts as possible You will need • Elevator pitch- Ask a lot of questions first • Business cards • Follow up – Help others if possible
- 22. 2. Lead Generation 2. LeadGeneration
- 23. The Funnel Awareness Lead generation Sale s
- 24. 2. Lead generation • Follow up contacts- Data base • Search Engine Optimization- SEO • Web site demos • Web site white papers • Cold calling • Email campaigns
- 25. 2. Follow upthe contacts • Write in the business card back • Create a data base with all the contacts • Follow up on the next week • Send them some news about your company/ industry
- 26. 2. Search EngineOptimization- SEO • Optimize your web site • Use Analytics after each campaign • See who is visiting you
- 27. 2. Web SiteDemos & White Papers • Americanized English • Easy to download • On line help • User manuals on line –very simple • Register the person • Follow up
- 28. 2. Cold Calling • Get a data base- target market • Hire a mail manager • Hire a native English speaker- USA • Script: Value proposition – call to action • Leave voice messages • Follow up Goal : Get an appointment for the sales agent
- 29. 2. Email campaigns • Get the data base • Write a news letter • New product/benefits • Business case • Follow up with phone calls
- 30. 2.6 Email Campaigns Thingsto prepare • Value proposition • Introductory letter • Web site
- 31. 3. Engaging andClosing
- 32. The Funnel Awareness Lead generation Sales
- 33. 3. Selling toa client Things to prepare • Google your contact • Review their power point presentation • Power point presentation • Business cases • Brochure/ Technical fact sheet • Demo • Pricing • Contracts
- 34. Who is goingto sell • The CEO- VP first sales • CEO +Sales rep • Sales rep • CEO-VP + channel • Channel 34
- 35. 3. Selling toa Channel You need • Value Proposition • Introductory letter • Web site • Power point presentation • Brochure/Technical Fact sheet • Pricing/ commission scheme • Demo • Contracts
- 36. Power point forPartners Power point for clients + • Market opportunity • Competitive chart /advantage • Financials for them • Marketing plan – Promotion scheme • Lead generation plan
- 37. 4. Delivery • Be accurate in establishing delivery expectations • Tell them what you are going to do. Do it, and tell them what you did • Deliver 100% on Expectations • Successful delivery = Repeat Business!! • Customer support in place • Partners support in place
- 38. 5. Budgeting Expenses • Awareness •Lead generation: campaigns - events • Sales engagement- travel people • Sales closure ( lawyers) • Delivery • Customer and partners support
- 39. 5. Revenue Forecast Monthby month • 1000 contacted- data base • 100 interested- prospects • 10 proposal- leads • 2 clients • Timeline 3- 6 months to close the first client 39
- 40. Review Plans at least every quarter better every month every week ( the best)
- 41. Thanks ! Questions? Constanza Nieto Constanza@globaltechbridge.com