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Sales strategy
The document discusses the growing digital signage industry and strategies for business development and sales. Some key points: - The global digital signage market is expected to reach $20.03 billion by 2020 with a high growth rate in various regions and sectors like retail, healthcare, and transportation. - The four pillars of sales are providing solutions, understanding various decision makers' needs, educating clients on ROI, and understanding customer pain points. - Solutions can address issues like improving customer experience and adding value through targeted promotions, branding, and customized experiences. - Positioning products as basic, mainstream, or high-end based on features like content capabilities, analytics, and reliability can increase market share. -
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Sales strategy
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- 2. Are we inthe right business? Digital signage industry growing with a CAGR of 26 percent worldwide Predicted to have more than 22 millions digital sign by 2015 UAE marketing is projected to grow at a CAGR of 23% from 2014-2019 Global digital signage market is expected to touch $20.03 billion by 2020
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- 4. Customer pain points •Shopper experience • Upsell ,Cross sell • Drive inventory turn • Personalize Customer Experience • Promote sales/merchandize effectively Retail • Patient experience • Medical Advice • Ambience: Entertain while waiting • AD revenue • HOSPITALS: Direction/Way finding Emergency alerts Healthcare • Enhance customer reception • Updates on meeting and events • Drive traffic to facilities • Menu boards • Security • Simplify Directions Hospitality •Travellers Updates •Weather news •Security Monitoring •Emergency Alerts •Way finding •Advertising Transportation •Student experience •Campus schedules •Security Paging •Weather news •Direction/Way finding Emergency alerts Education •Tenant Experience •Menu boards(Cafeteria) •News/Weather •Ad Revenue •Emergency Alerts •Simplify Directions Corporate
- 5. 4 pillar ofsales •Providing solutions isn’t enough to sell the products things like value and impact on bottom line should be addressed properly •Understand the needs of various decision makers and prepare accordingly to satisfy their specific needs •Educating the prospecting clients or defining that how it will help their business to grow and perform exceptionally •Understanding the pain points and specific needs of the customers is the basic need to sell the solutions effectively Knowledge Awareness ROIWIFM
- 6. Mapping the needswith the solutions The deal size can be increased by selling the various applications of the same technology for different purpose to the same client ReceptionDigital Signage Way finding Interactive Screen Kiosks Guest Welcome Menu Boards Mobile Interaction
- 7. Mapping needs ofdecision makers • Performance • Reliability • Integration • Upgradeability • Easy to Administer • Initial Cost • Ongoing Cot • Savings • Revenue Potential • Overall ROI • Overall Support to business • ROI • Reliability • Scalability • Speed • Availability • Customization • Personalization • Measurement Sales and Marketing Board of Directors ITFinance
- 8. •More Sales •More Customers •MoreHigher Margin Sales •More sales per customer •More Productivity from sales associate •More sales per Location Business Objectives •High Cost of Marketing •Competitive Advantage •Understanding mindshare of customers •Lacking brand differentiation •Poor understanding of products •Tailoring message to demographics Business Issues •Enhancing Customer Experience •Branding at lower cost •Fewer inventory writeo ffs •More demonstrated instances of cross selling •Low rates of shop lifting, security issues •More Opportunities for personalized messages Business Value Mapping solutions with Business concerns
- 9. Value addition tothe businesses Talk Values Replace Posters Ambienc e Custome r Support Targeted Promoti ons Product Demonst rations Personal izing Experien ces Employe e Commu nication Advertisi ng Monitor Operatio n Branding Employe e Commu nications We should be prepared to talk about the value additions which the solutions would be providing to the clients to enhance their business and help them to grow Explain each points that how the solutions are going to help them in various business processes and improve the customer experience and the quality of services
- 10. Positioning of products ProductSegment Basic Mainstream High Demand StarterSolution Plug and play package, Single Player Screens No Audience Analytics No in-house technical support needed Option to grow Content : No real time vide feeds, Still images KeepGrowingS ingle Player and Multiplayer Screens Audience Analytics Touchscreen input/mobile device integration Option to expand Content : HD videos blended with real time feeds CompetitiveEdge Multiple player, Multiple Displays Proven reliability, Proven Performance Touchscreens, Mobile , Gestures Investment Protection Content : Extensive blending with real time feed
- 11. Business Development :SalesPerspective •Generating leads through different channel on online and offline platforms •Dedicated telesales team to keep knocking the customers and emphasizing to convert them Acquiring new customers •Regular product updating and new product launch to cater to the new markets •Concentrating on converting the client after getting shortlisted Increasing Market Share •Working on how to increase the deal size by means of clubbing up the products and services •Gaining competitive advantage by providing cost effective solutions Pricing •Regularly engaging the key personals in related activities •Keep doing marketing activities and demos at client locations Building Client Loyalty
- 12. Business Development :MarketingPerspective Using publishing platform Pulse to publish articles increase the visibility of the organization against search. Complete information of the previous assignments add multiple positive points for the organization Facebook and Twitter are bit more conversational medium so these can be used as 2-way communication channels. For example: On Twitter fortnightly/monthly tweet-chat with experts on relevant topics can be done which will add value to the audience. Searching for relevant questions on Quora and answering them will help the customers to clear their doubts and also increase the credibility of the organization. Regular useful articles on blog, but again instead of writing them as one person/company, motivate employees to showcase their knowledge/expertise via articles. This will also give them recognition and showcase that your team is an expert on the topic. Creating case study, best practices etc. decks and uploading on Slide share. This will showcase the activeness and expertise of the companies You tube can also be used to market the product and the assignment done with the previous clients very effectively.
- 13. Hitting the rightpoint : Cracking the deal Creating a matching between the solutions and the capabilities it will deliver to the solve the problems of the clients Defining that how the customer’s world would be after investing in our solutions Mapping the emotional buying decision with the logical reasons Emotional Buying Behavior People get emotional when they get a solution to satisfy their needs which motivate the change Logical Reasons When we find out a solution as per our need we develop a rationale to justify the investment So hitting the customer at the right point by providing a logical basis for motivating the change would definitely help to close the sales deal
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