Sales & business development
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The document discusses sales and business development processes. It defines business development as focusing on building relationships over time to open doors and create opportunities for the sales team, rather than closing sales. The sales process is defined as focusing on identifying a client's pain, how much money they have allocated to solve it, who has authority in the purchase process, and creating a presentation that addresses these factors. Different organizational roles in the process are also outlined.
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This document discusses the difference between being a "Sales Manager" versus a "Salespeople Manager". A Sales Manager spends most of their time (90%+) chasing business themselves rather than growing their team. This stretches them thin and prevents them from maximizing their team's potential. A Salespeople Manager, on the other hand, spends equal time (50-50) growing their team through selecting, assessing, focusing on strengths, noticing achievements, and investing in their people. By transitioning from a divider of work to a multiplier of their team's talents, the manager can watch their business take off as their people are activated and revenue is built on the skills of the team rather than one person.
8 presenting and pitching
This document provides guidance on presenting and pitching effectively. It discusses:
1) The differences between presenting and pitching and when each is used. Presenting involves delivering information while pitching aims to persuade.
2) How to structure an effective pitch deck with 11 typical slides covering topics like problems, solutions, business models, competition and financial projections.
3) Tips for an effective presentation including planning objectives, preparing visual aids, practicing delivery, and dos and don'ts like maintaining eye contact and avoiding filler words.
Les secrets de l'achat et la valorisation d'une entreprise !
Ronald Greeley présente des informations utiles à tous ceux qui vendent leur entreprise. Se qualifie pour 1 PDU de crédit (en général) avec le CSF.
How to Make Setting B2B Appointments Easy
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.
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This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
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二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可
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留信网认证的作用:
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2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
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7:个人信誉贷款加10分
8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才
→ 【关于价格问题（保证一手价格）
我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。
选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！
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Sales & business development
- 1. Sales & Business Development © 2010 Chuck Crafton
- 2. Sales & Business Development • Business Development = ABO (Always Be Opening/Identifying) • Sales = ABC (Always Be Closing) – Glengarry Glen Ross (Language warning) – http://www.youtube.com/watch?v=TROhlThs9qY
- 3. Business Development • The focus of Business Development is not to close as many sales as possible in the shortest time possible (no quotas here), … • but to build as many relationships as possible over time. • In business development you are looking to open doors to create opportunity for the Sales Team to close sales. • These doors must be open or the Sales Team has less chance. • Often, these relationships take years to nurture and are more than worth the trouble. • © Lincoln Murphy
- 4. The Grid Software & ServicesClients&Prospects ExistingExisting NewNew Sales Business Development Account Management & Customer Service Up Sell & Farming
- 5. Sales • Pain – What challenge is the Client trying to solve or problem they’re trying to eliminate. • Money – How much budget has been allocated to make the ‘pain’ go away? • Authority – What is the purchase process? • Sole source, contract vehicle, sole source limits, PR/PO, SI(s), etc. • Presentation – Create the presentation/SOW that aligns with the pain, money, and authority items.
- 6. Sales • Pain • Money • Authority • Presentation • Must be done in order, can’t skip a step – An example of what can happen when it’s not done correctly…………
- 7. Organizational Roles • Business Development (BD) • Sales • Operational Executive (Op Exec) • Project Manager (PM) • On Site Consultant Team (Consultant)
- 8. Prospects Identified Contacted Qualified Proposed Evaluated Negotiated Purchase Order Close Engagement Account Management $ BD Sales Op Exec PM Consultant
- 10. Great Web-sites • http://www.gmarketing.com/index.phtml • http://www.salesdoctor.com/ • http://www.solutionsellingblog.com/ • http://www.businessballs.com/salestraining.htm
- 11. Great Books • Solution Selling – Michael Bosworth • Spin Selling - Neil Rackham • Selling to VITO - Anthony Parinello • Strategic Selling – Miller, Herman, & Tuleja
- 12. Contact Information Questions? Chuck Crafton (703) 245-9275 (o) (703) 980-4400 (c)
- 13. Backup Material
- 17. What did the Client Want?