The document provides an overview of key topics for sales planning, including objectives, assessing business terrain, customer engagement, positioning the company as a trusted solutions provider, competing to win niche markets, sales strategies, roadmaps, insights, and mindset. The five objectives of sales planning are to assess the business terrain, bring out the company's DNA, create sales priorities, define a sales roadmap, and empower salespeople. Mastering the business terrain involves analyzing strengths/weaknesses, external factors, the industry, and competitors. The document outlines strategies for engaging customers happily, positioning the company as a trusted provider, winning niche markets over competition, and bringing value through sales strategies, roadmaps, and insights.

1. Sales Planning
Happy Engagement. Trusted Solution Provider. Win Niche Market.
By
Professor Efren Cordero Pimentel, ACPM, PDM
Consultant, Wisdom and Wealth Unlimited
All rights reserved 2017

2. Ten Key Topics of Sales Planning
Five Objectives of Sales Planning
Master Your Business Terrain
Customer: Happy Engagement
Company: Trusted Solution Provider
Competition: Win Niche Market
Bring Your ‘Pasalubong’
Sales Strategies
Sales Roadmap
Insights About Sales
Sales Mindset

3. Warm Up Exercises
What is your most important
expectation from this sales planning?
What is your suggestion to help
realize your most important expectation
from this sales planning?

4. Five Objectives of Sales Planning
Assess Your Business Terrain
Bring Out Your Company DNA
Create Your Sales Priority
Define Your Sales Roadmap
Empower Your Salespeople

5. Master Your Business Terrain
Check Your Company DNA
SWOT Analysis
- Internal Assessment
Using the Seven Business Management Factors
- External Assessment
Using the Six PEC-TEL Factors
Industry Analysis
Using the Five Forces of Industry Analysis
Competitors Analysis
Using the Eight Marketing P’s

6. Customer: Happy Engagement
Best Customer Experience
Compelling Value Proposition
Focus Your Key Account
Build Your Business Relationship
Cultivate Your New Account

7. Company: Trusted Solution Provider
Ambassador Your Brand
Master Your Core Product
Product Application Specialist
Deliver Consistently Your Promise
Ensure Providing Best After Sales Service

8. Competition: Win Niche Market
Know Your Niche Market
Strategize Your Niche Market
Engage Your Niche Market
Get Your Niche Market
Ask Referral From Your Niche Market

9. Bring Your ‘Pasalubong’
Bring New Update From Your Contact
Bring New Project Lead And Referral
Bring Best Experience To Customer Inquiry
Bring Best Quotation To Your Customer
Bring New Purchase Order

10. Sales Strategies
Sales Strategies To Optimize Your Key Accounts
Profit Sharing To Empower Stockholders
Affiliation To Leverage Your Network
Referral To Harness Your Network
Sales Strategies To Engage Your New Accounts
Purchasing Reward For Your Allied Purchasing Officer
Advocate Your Core Product To Benefit End-User
Regular Sales Call From Your Salespeople

11. Brand
Core
Product
Application
Niche
Market
Value
Proposition
Engagement
Point
Sales Roadmap (Framework)
Origin: OEM / Country Office
Destination: Delivery To End-User / Contractor
Warranty: As specified by OEM / Country Office
Notes To Salespeople: Create your own list for leads and prospects, and qualify each of them
Get ready for the sales call, build relationship and get the requirements
Submit your best quotation and get the Purchase Order or PO

12. Insights About Sales
The Most Important
Mistake About Sales
You Hope To Stop Repeating
The Most Important
New Sales Principle
You Hope To Start Repeating
The Most Important
Old Sales Principle
You Hope To Continue Repeating

13. Sales Mindset
No matter what
the buyer says,
states or demands,
you should, under no
circumstances, ever disagree
or make the buyer wrong
or suggest their request
is impossible.
Grant Cardone 1

14. Perhaps
you don’t need
all the angst and agony,
but salespeople who are
not dissatisfied with where
they are, don’t often make
it to the next level.
John Doerr
2
Sales Mindset

15. Create a reason
a prospective customer
must hear you out;
something so compelling
or drives so much curiosity
that they agree to book
a call or meet with you.
Jim Benton
3
Sales Mindset

16. Every
sales call, from
a cold call until a
closing call, should
follow a preplanned
structure that is meant
to optimize the likelihood
of a desired result.
Steli Efti 4
Sales Mindset

17. Salamat Dios Mabalos
Damo na Salamat