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Global sales - a few insights

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Global sales - a few insights

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Global sales - a few insights

  1. 1. Global sales – a few insights
  2. 2. 2 May, 2017:CBDO and Partner @Mangosoft. Outsourcing&Offshoring company with technical expertise in web and mobile development servingcustomers worldwide. May, 2017:CBDO and Partner @Kevuru, game development and art studio focusing on creating great games for topcompanies all our the world. April, 2015 – may, 2017: Head of Business Development @QATestLab, independent QA and software testing provider, the company with 7 offices in Ukraine and 100+ clients all over the world. 2008 – 2014: Managing Partner @Daytrader, b2c segment, access to NYSE and NASDAQ re-seller. In 2012 together with the development team from Lviv launched first Ukrainian trading platform with access to international stock exchanges.
  3. 3. 3 ACTIVE SALES VS. PASSIVE SALES VS. BIDDING Passive sales (inbound) – customers find us through online search, websites, different blogs, advertising etc. (thanks to marketing activities). Bidding – search for relevant requests on marketplaces and exchanges (Upwork, Guru,Twago, Weblancer etc.) Active sales (outbound) – customers are found by sales team.
  4. 4. 4 Main questions Strategy People&Processes Execution&Automation
  5. 5. 5 Strategy
  6. 6. 6 4 steps to go 1.Target domains. 2.Target geography. 3. Client profile: company size – position. 4. Ready-to-market cases.
  7. 7. 7 Sales vs Marketing
  8. 8. 8 People&Processes
  9. 9. 9 Outbound Sales Channels: types 1. Existing data base from lead generation 2. Social sales 3. Parners and referrers network 4. Recommendations and introductions from existing customers 5. Conferences 6. Road shows
  10. 10. 10 Sales Channels: effectiveness Lead Generation: 5-7% of sales: * LinkedIn – 3% * Emails: 4% Recommendations from existing clients: up to 10% Partners&Referrers: 30-35% Road Shows and Conferences: up to 50%
  11. 11. 11 LinkedIn Outreach: • LinkedIn_BoT • LinkedIn Helper • Sales Navigator Email Outreach: • Anyleads (Company Miner) • Hunter (Bulk) + manual • Sales Navigator (manual) • Mailshake Tools Overview
  12. 12. 12 Sales Team Separate roles KPIHierarchical structure Motivation
  13. 13. 13 KPI The presence of metrics: * Gives an understanding of the intensity and effectiveness of the movement. * Sets clear goals that are clear to all. Examples of metrics for different positions: * Lead Generator: collect 5 000 contacts, 2 000 emails per week. * SDR: 2 mass send outs - 1 000 each per week; 2 meetings.
  14. 14. 14 Warm lead Hot lead Client Cold lead Former client  Test project  Project negotiations  To contact  The contact is made  Interested  The presentation is held  Project evaluation  Interested in the future Lead lifecycle
  15. 15. 15 Execution&Automation
  16. 16. 16 Lead Search How it works Mail Search Mail Confirmation Cold Mail (outbound) CRM Mail Follow-up e- mail Search tool LinkedIn Helper LinkedIn Bot YES NO YES NO Database NO YES Manual Mail Collection Sales FunnelCustomer
  17. 17. 17 LinkedIn: https://www.linkedin.com/in/antonbaranovskyi/ Skype: anton_baranovskiy Contacts

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