May, 2017:CBDO and Partner @Mangosoft. Outsourcing&Offshoring company
with technical expertise in web and mobile development servingcustomers
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.
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.
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
6. Road shows
Sales Channels: effectiveness
Lead Generation: 5-7% of sales:
* LinkedIn – 3%
* Emails: 4%
Recommendations from existing clients: up to 10%
Road Shows and Conferences: up to 50%
Separate roles KPIHierarchical structure Motivation
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.
The contact is made
The presentation is held
Interested in the future
How it works
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