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Startup Incubator - Sales Training - Overview
The document outlines a sales strategy which is a detailed plan aimed at converting customers to purchase products and services, focusing on the sales process rather than company visibility. It details components such as the sales pipeline, research on prospects, presentation preparation, and necessary sales collateral. The document emphasizes the importance of thorough preparation and understanding of customer needs for effective sales execution.
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Startup Incubator - Sales Training - Overview
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- 2. A SALES STRATEGY ISA COMPREHENSIVE PLAN TO GET CUSTOMERS TO PURCHASE YOUR PRODUCTS AND SERVICES. WHILE IT CAN BE BASED ON YOUR MARKETING AND BUSINESS STRATEGIES, A SALES STRATEGY FOCUSES ON MAKING THE SALE RATHER THAN INCREASING THE VISIBILITY OF YOUR COMPANY.
- 3. SALES STRATEGY • SalesPipeline • Sales Channels • Direct • Indirect • Sales Collateral • Pricing • Description • Benefit • Contract
- 4. –Johnny Appleseed “Type aquote here.”THE SALES PROCESS
- 5. SALES PROCESS -DIRECT SALES Product Knowledge Pipeline Planning Request Meeting Presentation Practice Presentation Strategy Follow up Competitor Research Verbal Confirmation Prospecting Target Research 1 Qualifying Proposal Proposing Proposal Clarification Closing Implementation Contract 12
- 6. –Johnny Appleseed “Type aquote here.”A SALES PIPELINE
- 7. SALES PIPELINE • SalesPipeline • Visual representation of sales prospects and where they are in the purchasing process. • Provide an overview of a sales rep's account forecast and how close he is to making quota, as well as how close a sales team as a whole is to reaching quota. • Part of a Client Relationship Management Tool (CRM)
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- 12. TARGET RESEARCH • Researchthe person/s you will present to.. Linked-in, google • Know the organization -… Website • Practice the value proposition • Know their partners • Visit their social channels • Answer WHY?
- 13. –Johnny Appleseed “Type aquote here.”PRESENTATION DAY
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- 16. Learn to readBODY language
- 17. Create a meaningfuldialogue
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- 19. Remain Clear onwhat you’re selling
- 21. Sales Collateral • Presentation •Pricing Tables • Proposal • Features / Benefits Comparison • Non-disclosure • Contract
- 22. Your Presentation • BrandAttire • Greeting • Punctuality • Conversation • Jargon • Positive Language • Follow up
- 23. ASSIGNMENT 1. Create theSlidedeck for BirHakaya 2.Research cost of Ads, Sponsorship, Events, Training 3.Create a pipeline