It comprises of all the theoretical and the practical aspect of the strategy, with a rough estimate of the leads taken.

1. • Presented by:
• Rajesh Singh Thakur (35)
• Jai Mishra (43)
• Aditi Patro (44)
• Kanishka Michael (45)
• Victor Osta (53)

2. CONTENTS
BUYER’S
JOURNEY
INBOUND v/s
OUTBOUND
MARKETING
LEAD
GENERATION
TECHNIQUE
COMPANY INSIGHT

3. A sales strategy consists of a plan that positions a
company's brand or product to gain a competitive
advantage.
Successful strategies help the sales force focus on
target market customers and communicate with them
in relevant, meaningful ways.

4. SIGNIFICANCE OF A SALES STRATEGY
• It helps in analyzing long-term sales goals and the
business sales cycle along with the personal career
goals.
• It helps business owners and managers gain a more
knowledge of the sales intervals, seasonal changes
and what motivates the sales team.
• It helps the sales managers should create monthly
and weekly sales strategies based on the long-term
strategy which intern helps in the short-term
performance measurement of the sales team.

5. TYPES OF A SALES STRATEGY
There are two basic types of sales strategies:
• Direct sales strategy: The sales people attack the
competition by talking about each feature of the
competition’s product and compare it to theirs. It is
also termed "negative selling“.
• Indirect sales strategy: It involves the techniques of
demonstrating features and benefits not available
with the competition’s products or services without
ever mentioning them by name.

6. CONVERSION OF LEADS INTO CONVERTS
METHODOLOGY
ATTRACT
•BLOG
•KEYWORDS
•SOCIAL
PUBLISHING
STRANGERS VISITORS
CONVERT
•FORMS
•CALLS-TO-ACTION
•LANDING PAGES
LEADS
CLOSE
•CRM
•EMAIL
•WORKFLOWS
CUSTOMERS
DELIGHT
•SURVEYS
•SMART CONTENT
•SOCIAL
MONITORING
PROMOTERS

7. VS.
TRADITIONAL INBOUND
Cold calling
Cold emails (SPAM)
Interruptive ads
Marketer-centric
SEO
Blogging
Attraction
Customer-Centric

8. Outbound
Marketing
It is also known as traditional marketing. It has been the main
marketing strategy for the past century. Outbound marketing
focuses on “Pushing” the products towards their customers.

9. Inbound
Marketing
It is practice of bringing warm, qualified leads into your sales funnel
rather than reaching outward to cold targets. Inbound marketing
focuses on "pulling" the customer toward you.
Inbound Sales transforms sales to match the way people love to buy

10. The Inbound Marketer The Outbound Marketer

11. • 44% of direct mail is never opened
• 86% of people skip television ads
• 84% of 25 to 34 year olds have left their favourite
website because of intrusive and irrelevant advertising
Some stats which proves Inbound lead generation technique are more effective
• 200 Million people have registered their phone number
on the FTC’s “Do not call” list…

12. LEAD GENERATION
IS THE PROCESS
OF INITIATION OF
CUSTOMER
INTEREST AND
INQUIRY

13. Lead Generation Techniques
LEAD
GENERATION
TECHNIQUES
EMAIL
CAMPAIGNS
BLOGGING
SOCIAL MEDIA
MARKETING
SEO
COLD CALLING
WEBINARS AND
EVENTS
NETWORKING
USE GATED
VIDEOS AND
POSTS

14. Flipcarbon
sales strategy

15. Main Focus on
• 3 D’s of the sales strategy
• Sales funnel

16. Three D’s of Customer Sales Strategy
• Discover
• Design
• Deliver

17. Discover
Entails building a data advantage by pulling in relevant data sets, analyzing
the data, turning it into relevant business insights, and then delivering
those insights to the decision makers so they can take meaningful action.
The discovery needs to be based on a thorough understanding of today’s
customer decision journey. Only 30 percent of companies believe they
understand their customers’ needs and have a clear sense of where
growth will come from.

18. Design
Involves the creation of business strategies, processes, pricing
programs, products, and experiences that the brand delivers to
customers. Design strategists start with learning what customers
care about, how they truly behave, what their needs are, and what
influences them.
Fed by a continuing stream of insights, strategists in business units
rapidly learn what is and is not working, innovate new solutions,
assess their economics and feasibility, and then work with the
frontline on implementation.

19. Deliver
All about getting the right offerings to individual customers across a
complex range of online and offline channels. Orchestrating the delivery of
products and offers across marketing and sales channels requires
operational excellence and organizational agility

20. In this case, you start by doing a mailing to
10,000 "stranger" prospects. Historically, 10%
will open that mail. So now your funnel
narrows to 1,000 prospects. If you have a 3%
response rate, 30 of those people will respond
to your mailing.
You will be able to "interview" and make
proposals to one third of these, on average.
That brings you to ten hot prospects. And if
you close half of them, you'll have five new
clients.
Sales Funnel Strategy