agentura najisto - the right product for the right customer via the right salesman
TRANSCRIPT
The RIGHT PRODUCT for
The RIGHT CUSTOMER via
The RIGHT SALESMAN
Radovan Jirka, YST 2012
BAD NEWS ABOUT SMB
There is NO ONE SMB market
SMB's are not stupid, are not lazy. They are very very busy.
THE ONE UNIVERSAL
SMB PRODUCT
DOES NOT EXIST
The RIGHT PRODUCT...
SIMPLE
INTEGRATED
WARRANTY
WEBPRESENCE
TRAFFIC
SERVICE
…and of course… COOL
... For The RIGHT CUSTOMER...HOW TO SEGMENT CUSTOMERS
INDUSTRY
LIFE
CYC
LE
USE DIRECTORY DATA
START WITH BIGGEST CATS
START WITH the MOST
DYNAMIC CATS
PRODUCT DESIGN BY CUSTOMER
Kapitola: 1/11
Strana: 6
Autor: Radovan Jirka
Datum: 12.12.2012
PRODUCT DESIGN BY CUSTOMER
The RIGHT product
Product / brand ambassadors
Sales support building
... Via The RIGHT SALESMAN...
The biggest challenge
SALES NETWORK REVOLUTION.... Because of ...
Product packages with higher added value
Sales points based on the customer
BUSINESS, not product features
The RIGHT SERVICE
Continuous
• Campaign Results
• Change Requests
• Reports
Challenge
for cross/up sale
Dynamic frequency of
sales visits
Thank you for your attention
@xjirkar
Centrum Holdings s. r. o.
Jankovcova 1037/49 (Classic 7)
170 00 Praha 7