Startup Incubator - Sales Training - Overview
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An overview for developing a sales strategy, managing a sales pipeline and conducting a sales meeting for a startup.
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Startup Incubator - Sales Training - Overview
- 2. A SALES STRATEGY IS A 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 • Sales Pipeline • Sales Channels • Direct • Indirect • Sales Collateral • Pricing • Description • Benefit • Contract
- 4. –Johnny Appleseed “Type a quote 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 a quote here.”A SALES PIPELINE
- 7. SALES PIPELINE • Sales Pipeline • 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)
- 12. TARGET RESEARCH • Research the 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 a quote here.”PRESENTATION DAY
- 15. Set Expectations
- 16. Learn to read BODY language
- 17. Create a meaningful dialogue
- 18. Stay Focused
- 19. Remain Clear on what you’re selling
- 21. Sales Collateral • Presentation • Pricing Tables • Proposal • Features / Benefits Comparison • Non-disclosure • Contract
- 22. Your Presentation • Brand Attire • Greeting • Punctuality • Conversation • Jargon • Positive Language • Follow up
- 23. ASSIGNMENT 1. Create the Slidedeck for BirHakaya 2.Research cost of Ads, Sponsorship, Events, Training 3.Create a pipeline