Tim Heyer
Candidate
Sales and Marketing for
XXX Services
Introductions and Q&A
What I Know About You
 Premier provider of post production and media
management services
 Data Center Proprietor
 Anima...
What You Need to Know About
Me
 20+ years of software/hardware experience
 Worked for/with 3 largest s/w companies
 Ora...
Questions for You
 Before I go on, I would like to ask a few questions to level
set what I am going to speak with you abo...
Why A Sales Manager Now?
What Is Blocking You from
Selling?
 Competition?
 Media Preserve, Scene Savors, George Blood &
Technicolor
 Awareness i...
Tools I Use for Success
I Use the Personal Selling Process (PSP)
There are seven interacting, overlapping steps in the
professional personal selli...
Lead Searching Methods
2.
Selective
searching
1.
Random
searching
Lead
searching
methods
Non-effort lead
searching
Effort ...
Setting “S M A R T” Objectives
 Specific: Establish a specific, major objective for the sales call.
 Measurable: Ensure ...
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Sales & Marketing Pitch for Media Company XXX

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A basic "pitch" to a media group given by a candidate for a position there.

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Sales & Marketing Pitch for Media Company XXX

  1. 1. Tim Heyer Candidate Sales and Marketing for XXX Services
  2. 2. Introductions and Q&A
  3. 3. What I Know About You  Premier provider of post production and media management services  Data Center Proprietor  Animation  Color Correction  Sound Design  Migration and Digital Library  Where do we go from here?
  4. 4. What You Need to Know About Me  20+ years of software/hardware experience  Worked for/with 3 largest s/w companies  Oracle, SAP and Infor  Managed large multi-national teams  16 sales reps/BDM’s/2 marketing resources at Oracle China  28 consultants at Pricewaterhouse coopers  $7-18M P&L responsibility  Sales PROCESS DRIVEN AND BOUND/TIED  Closed BIG DEALS ($1M+)  Also lead/trained my teams in closing BIG DEALS  Consultative and Personal Sales Styles  Expert Saleforce.com user/vendor
  5. 5. Questions for You  Before I go on, I would like to ask a few questions to level set what I am going to speak with you about in the next few minutes.  # of sales resources currently  Transactional or Big Deal history  Quota in an $X.XX format, no real numbers  Cost of Sales?  Pricing metrics? Are they aligned to market standards?  Generic or pay for premium? SaaS/on demand?  Average Deal Size?  Management growth plan?  Does the plan either include more resources or a higher quota?  Market understanding and closing abilities?  Farmer or hunter?
  6. 6. Why A Sales Manager Now?
  7. 7. What Is Blocking You from Selling?  Competition?  Media Preserve, Scene Savors, George Blood & Technicolor  Awareness in your market space?  Does the market you thrive in know you have these services?  What processes are in place for expansion and net new logos?  Are you actually losing to competition or just losing?  70% of lost sales are lost to no one or no bid  Farming and hunting?  Do you have the correct balance of both? Either or none?  Big deals? How many per year?  Big Deals drive 60% of the revenue at technology firms.  Your Published Mantra:
  8. 8. Tools I Use for Success
  9. 9. I Use the Personal Selling Process (PSP) There are seven interacting, overlapping steps in the professional personal selling cycle.
  10. 10. Lead Searching Methods 2. Selective searching 1. Random searching Lead searching methods Non-effort lead searching Effort lead searching Non-effort leads are leads that are supplied by the company or from an individual’s voluntary inquiry or response to advertising. An effort lead is one that is generated solely by the salesperson.
  11. 11. Setting “S M A R T” Objectives  Specific: Establish a specific, major objective for the sales call.  Measurable: Ensure that your major objective is measurable or quantifiable, for example, a certain number of units or dollar sales volume.  Achievable: Make sure the goals you set are realistic and achievable.  Relational: Always try to develop a long-term relationship with the prospect even if the major objective on this sales call is not achieved.  Temporal: If you can, establish with the prospect a specific

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