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