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Sales Process

klaus avatar
klaus
0 diapositives · 522 Views · Jul 05, 2014

Sales Process. Objectives. Lead generation and the marketing/sales process Lead generation and the sales funnel Lead generation and stages of company development Feeding the Sales Funnel: lead generation programs Lead generation program design variables Lead generation program management

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  1. Sales Process
  2. Objectives Lead generation and the marketing/sales process Lead generation and the sales funnel Lead generation and stages of company development Feeding the Sales Funnel: lead generation programs Lead generation program design variables Lead generation program management Some tips
  3. Lead Generation and Marketing/Sales Process Marketing Service/Support Organization Marketing Marketing/Sales Sales Value Proposition Service & Support Force Field, Market Momentum Creation Segment Focused Lead Generation & Qualification - referrals - programs Managed Sales Process/ Sales Funnel Customer Acquisition Customer Segment Strategy Plan: Market Leadership Marketing Programs (PR, website, Speaker Program, White Papers etc.) Market leverage model PROSPECTS/LEADS – BY SEGMENT LEAD QUALIFICATION CONSULTATION JUSTIFICATION PROPOSAL CLOSE
  4. Segment-Focused Lead Generation Programs Marketing, Sales Business Development PROSPECT GENERATION – BY SEGMENT Marketing Sales Channel Partners LEAD QUALIFICATION Sales + Technical CONSULTATION Sales + Technical PRESENTATION(S) Sales + Finance + Operations JUSTIFICATION Sales + Finance PROPOSAL Sales (+ Corporate Executives) CLOSE Lead Generation and the Sales Funnel
  5. Lead Generation by Stages of Company Development Beta Launch, MarketDevelopment ProductDevelopment Phase Lead Generation Goal Sources of Leads Participants
  6. Feeding the Funnel: Lead Generation Programs Search engine placements Website visits/Promotions Trade shows Seminars/Webinars PR/Speaker programs Direct marketing – snail- and e-mail, telemarketing Partner co-marketing Ads – press and electronic Etc.
  7. Lead Generation Program Overview RefineStrategy Plan Deploy Analyze Strategy
  8. Lead Generation Program Design Variables Product Company stage/Segmentation roadmap maturity Industry/Customer segments Category maturity Resources/Budgets Etc.
  9. Lead Generation Program Management Program Potential Customer Responses Sales Channel Metrics Search engine placements Website visits/promotions Trade shows Seminars/Webinars PR/Speaker programs Direct marketing Partner co-marketing Ads Program Homepage, Website Closed sales per channel Closed sales per lead Cost per qualified lead Customer lifetime value Telesales Direct Sales Partners Lead Qualification Prioritization and Routing ‘Call center’ Absolute Requirement: Contact DB SFA CRM
  10. Some Tips Start with segmentation or it’s usually a wasted exercise Bring sales management into the process at the beginning Program goals, metrics, follow-up are necessary ingredients Start a contact DB as soon as the potential customer list exceeds “one” Pain points: ensuring ’closed loop’ of complex process List acquisition Complex process management Clear roles and responsibilities
  11. Summary “It’s hard to fill the funnel if it’s not under the faucet” B. Roberson, “What Really Works”
  12. Do visit www.pptmart.com