globaltech - the sales process
DESCRIPTION
TRANSCRIPT
General Rules
• Clean – easy to read ( Big font) –not crowded• Not too much flush• Not important information into Flash• No scroll down• Live sell tool - News –Events- Demos• Search Engine Optimization SEO
Website Suggested Content
• Home• About us• Products and services• Clients/ success stories• Partners ( Optional)• News and White papers ( optional)• Contact us
Home
• Value proposition• Main products or services• News/ events ( optional – recommended)• Nice Picture • Logo and tag line• Corporate image• Language ( English/ Spanish - No flags)• Menu
About Us
• History ( years in business )• TEAM• Awards • Certifications• Offices• Back home
Products and Services
• Small description ( the problem it solves) • All the products in one page if possible• Hyperlinks for more details• Demos ( sign in: name - email – company name-
phone number)• Buy ( optional) shopping cart• Contact us.. Chat..• Menu- back/ home
Clients/ Success Stories
• Organized by industry• Small description ( Bank – Insurance co..)• Testimonials on the side “ use quotes”• Success stories
• The company ( small description- Bank 1 million clients)• The problem ( one paragraph)• The solution you deployed ( includes technology used)• The benefits ( quantitative - % $ #/hour)
• Back/ home
Partners (optional)
• Logos / small description current partners• Organized by product / region• Partners program /Benefits or being partner• Become a partner ( Sign in- contact us )• Only for partners ( sign in)
training documentsbrochures / manuals
• Back/ home
News, Blogs and White Papers (optional)• Small description .. Read more and hyperlink• Organized by date• White papers download ( sign in)• Needs to be updated often• Twitter and social networks to announce them• Very well written• Very attractive title- home• Back /home
Contact Us
• Names / titles / emails and telephones• Offices - addresses and telephones• Review messages• Live Chats • Back /home
Marketing vs Sales
Marketing(Planning)
Sales(Execution)
Business Development
Sales is a ProcessAwareness Demand
GenerationSales
EngagementSales
Closure Delivery
Sales Pipeline
Sales Forecast
The Funnel
Awareness
Lead generation
Sales
1. Awareness
• Trade Shows• Industry Magazines• Public Relations (PR)• Blogs• Clients’ Industry associations – speaker• Technology industry associations• Social networks• Network, Network, Network
1. Trade Shows
• Where your clients go (Financial-Health Care..) • Booth• Something to attract • At least two people• Brochure• One page overview • Web site and Demo
• Your industry – for competitive analysis• Only to the exhibition zone
1. Blogs
• Add value to your readers• Announce a plan• Engage the reader (feedback)• Periodically – Every Tuesday• Twitter to remind
1.Public Relations - PR
Newsletters/ twitter/social networks• New product• New Partner• New clientYou need• Success Stories• Press release to the media
1.Social Networks
Linkedin- Facebook- Twitter…• Be part of client’s groups• Update your profile• Answer questions
1. Networking Events
• Where your clients go• Where opinion leaders go• Where your potential partners go
Get as much contacts as possible
You will need• Elevator pitch- Ask a lot of questions first• Business cards • Follow up – Help others if possible
2. Lead Generation 2. Lead Generation
The Funnel
Awareness
Lead generation
Sales
2. Lead generation
• Follow up contacts- Data base• Search Engine Optimization- SEO• Web site demos• Web site white papers• Cold calling• Email campaigns
2. Follow up the contacts
• Write in the business card back • Create a data base with all the contacts• Follow up on the next week • Send them some news about your company/
industry
2. Search Engine Optimization-SEO• Optimize your web site• Use Analytics after each campaign
• See who is visiting you
2. Web Site Demos & White Papers• Americanized English• Easy to download• On line help• User manuals on line –very simple• Register the person• Follow up
2. Cold Calling
• Get a data base- target market• Hire a mail manager• Hire a native English speaker- USA• Script: Value proposition – call to action• Leave voice messages• Follow up
Goal : Get an appointment for the sales agent
2. Email campaigns
• Get the data base• Write a news letter
• New product/benefits • Business case
• Follow up with phone calls
2.6 Email Campaigns
Things to prepare• Value proposition• Introductory letter• Web site
3. Engaging and Closing
The Funnel
Awareness
Lead generation
Sales
3. Selling to a client
Things to prepare• Google your contact• Review their power point presentation• Power point presentation• Business cases• Brochure/ Technical fact sheet• Demo• Pricing• Contracts
Who is going to sell
• The CEO- VP first sales• CEO +Sales rep• Sales rep• CEO-VP + channel• Channel
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3. Selling to a Channel
You need• Value Proposition• Introductory letter • Web site• Power point presentation• Brochure/Technical Fact sheet • Pricing/ commission scheme• Demo• Contracts
Power point for Partners
Power point for clients +• Market opportunity• Competitive chart /advantage• Financials for them• Marketing plan – Promotion scheme• Lead generation plan
4. Delivery
• Be accurate in establishing delivery expectations• Tell them what you are going to do. Do it, and tell
them what you did• Deliver 100% on Expectations• Successful delivery = Repeat Business!!
• Customer support in place• Partners support in place
Expenses• Awareness• Lead generation: campaigns - events• Sales engagement- travel people• Sales closure ( lawyers) • Delivery• Customer and partners support
5. Budgeting
5. Revenue Forecast
Month by month• 1000 contacted- data base• 100 interested- prospects• 10 proposal- leads• 2 clients
• Timeline 3- 6 months to close the first client 39
Review Plans
at least every quarterbetter every month
every week ( the best)
