BREcommerce Summit Keynote Presentation by Loren Gray
Presentation rep
1. The European Mobile Market
139 million smart phones shipped in Q1
Adult market worth $4.9 billion by 2015
500 million European citizens
European Adult Advertising market worth £61 Million
Exponential growth expected to continue for next five years
Fetish.xxx = $300,000 / Gay.xxx = $500,000
5. Action plan to attack market
Summarize Objectives
Identify the Strategic Objectives
Assess Prior Sales Performance
Segment Your Customers
Set the incentives, personalised 30 day objectives
Develop Territories Action Plans
Develop Key Accounts Plans
Measure and Monitoring Results
Establish Qtrly Sales Planning Cycle
6. SWOT Analysis
Free sites
3D / Tablet / AR
Piracy
4G
Stigma
European delectation for
niche S W Soft (harder the better for ROI)
O T
3D / Tablet /AR
Female Porn Power Legislation
Live cams Unsanctioned
Free sites (Tube sites vastly
enlarge the total Pre-paid mob plans cut
universe of porn)
back
Geo-targeting / Hyper local
Cloud Porn Tubes
Dating markets
Traffic trading
7.
8. Performance Indicator’s
Stage one – Sales barometer
Start with a review of Reporo’s company strategy and marketing plan - including
target markets and customer needs,
product portfolio and competitive analysis
Review the Customer Life Cycle Management processes to identify opportunities
for increasing customer acquisition, loyalty and profitability – this must come from “on the
ground”
“Heath check“
Does the team think they have tools necessary to optimize their performance
Relevant and professional marketing collateral, sales presentations that are tailored to
customer needs
What else do they need?
9. Investing in people
Stage two – Individual training and mentoring
Review the teams individual’s sales experience and performance.
Asses individual personal efficiency and effectiveness.
Are they juggling their many conflicting tasks / focus on what really matters to achieve their targets?
What changes are required to increase their personal motivation to achieve their targets?
Are they getting appropriate feedback on what they are doing well?
Culminating with a company sales training course, and participation in ongoing coaching or mentoring
internal and external as appropriate which will enhance the individual’s development to achieve sales
targets.
In addition to traditional sales training, courses should be tailored to a company’s own strategy, specific
products, customers and competitive environment.
10. Some people are naturally more effective at
focusing on the 20% of effort that will deliver
80% of results.
Others need more guidance, measures and
feedback to keep them focused on doing what
is important to exceed their targets.
Independent coaching and mentoring have
proven to be very effective approaches to
support individuals in developing new
behaviours that will achieve their goals.
In addition, more effective use of
management system sales process greatly
enhances
individual’s efficiency and effectiveness.
Sales Skills As you mentioned sales team will
have very different backgrounds and levels of
sales experience / approach, however human
nature is universal
Editor's Notes
Caveat – Without meeting people this can only be theoretical, nowever these processes, have previously been successful in defusing negativity and creating a positive sales environment.
