Sales functions of Project Manager
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My presentation for the discussion on PM Talk #02 for Team Leads and Junior PM's http://testers.lviv.ua/index.php?option=com_zoo&task=item&item_id=135&Itemid=7
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Sales functions of Project Manager
- 1. Sales functions of PM Olena Zanichkovska
- 2. About me • Project manager with over 7 years of experience in project management with the main emphasize on complex web solutions. Managed teams up to 40 people, using both Agile/Scrum and Waterfall methodologies. 4+ years experience in Program Management. • PhD in Management • Business Development Manager http://www.linkedin.com/in/zanichkovska
- 3. Introduction
- 4. Introduction Where the money come from?
- 5. Introduction Money come from the Customers!
- 6. Where do Customers come from? • Marketing generated leads (web sites, events, social media etc.) • Networking • Referrals • Repeated sales (existing Customers) • Active Sales
- 7. Where do Customers come from? Up to 80% of cash flows per year are generated by the existing Customers: • Existing projects prolongation; • New services for the existing Customers; • Referrals from the existing Customers.
- 8. Why existing customers? • Winning new customers is always more expensive than keeping the old ones; • Deeper partnership with the customer makes it much more difficult for the competitor to wedge into the relationship; • Low barrier of contact; • Understanding of the Customer’s business.
- 9. Why existing customers? VS “Butterfly” stage “Diamond” stage
- 10. Why PM? • Knowledge of the Customer’s problems: existing and potential; • Knowledge of Customer’s financial and psychological state; • Knowledge of Stakeholders and Decision Makers; • Relationship
- 11. What to sell • Existing services (prolongation of cooperation) • Additional services to the existing product (e.g., web, localization, UI/UX) • New services
- 12. How to sell? • Listen • Feel • Be interested • Communicate • Understand the problem • Love
- 13. Who can help? • Sales and engagement • Marketing • Account Managers • Team
- 14. What is my interest? • Account growth • Personal and Carrier growth • Material motivation • Development of the relationship with the Customer • Fun
- 15. And what if?
- 16. Questions & Answers Olena Zanichkovska Business Development Manager | PhD Questions?