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BIG Hunting with Laurent

BIG Hunting with Laurent . TELESALES & LEAD GENERATION Laurent Daudré-Vignier . General Manager EXN Iberia. TeleSales & Lead Generation. The end users opportunities generated come in most cases from the marketing actions initiated based on Your Database Our Telesales (Inside or Outside)

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BIG Hunting with Laurent

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  1. BIG Hunting with Laurent

  2. TELESALES & LEAD GENERATIONLaurent Daudré-Vignier. General Manager EXN Iberia

  3. TeleSales & Lead Generation • The end users opportunities generated come in most cases from the marketing actions initiated based on • Your Database • Our Telesales (Inside or Outside) • The opportunities require channel management • LET’S TALK BRIEFLY ABOUT IT

  4. TeleSales & Lead Generation

  5. TeleSales & Lead Generation • Most of you probably know better than me how you to address your market and care your customers • So, I am not going to follow the agenda and the topics that Barrie gave me • I just want to share with you what we do, and the initiatives we take

  6. Agenda • (WHAT) You need a good excuse to contact • (WHO) The importance of the Database • (HOW) Telemarketing • Channel Recruitment • ClosingEndUserOpportunities

  7. (WHAT)You need a good excuse to contact… • The Board (Marketing) is taking a lot of initiatives to give you the opportunities to : • Access new markets (Drive, Mobility, Datacenter, APT’s, CARM, etc.) • Recruit new partners (vertical partners such as Samsung or Apple Parners for Mobility, VMWareParners for Datacenter) • Differentiate the Company • Demonstrate the Value of a Super VAD • Demonstrate that we are UNIQUE

  8. (WHO)The importance of the DataBase • BUT…

  9. (WHO)The importance of the DataBase TheworseDataBase…

  10. (WHO)The importance of the DataBase • If you don’t have a clean and updated database, all the efforts are un-useful • No fresh blood • No segmentation • Wrong contacts, addresses, title • You probably have a lot of vCards into your SmartPhone • Are there into our SalesForce ? • Do you share them with your colleagues ? • Nobody like to spend time on SalesForce (me too) as it is boring

  11. (WHO)The importance of the DataBase • So, do it regularly • More accurate data leverages our marketing investments • You’re the first to take benefits of this • It’s a permanent effort • YOU Enter Datas • WE Communicate • It’s extremely valuable for you and the Company

  12. (HOW)TeleMarketing

  13. (HOW)TeleMarketing • Pre-call Planning • Objectives • Vendors involved • Script • DB & Filtering • Marketing Support: • eDMs • Social Media • On-line Marketing • Marketing Materials: brochure, PPT, Sales Guide…

  14. DB MK & TeleSales • Calling • USE GOOD RESOURCES: modern telephone, speakers, Salesforce… • Qualify Marketing Leads before trying to reach new Prospects • We are a Distributor, not a vendor, do not forget Cross-selling • Our sales process is long-term so the goal is Appointment Setting • End users for vendors & partners • Channel Partners for AMs • Salesforce Nurturing • Reporting for a Follow-up Plan

  15. DB MK & TeleSales • Follow-up • Delivery of documentation • Second calls • Detection of opportunities • Work closely with salespeople to coordinate calendars and set firm dates with prospect

  16. Channel Recruitment • Work in a Channel Analysis before and after your Channel Recruitment Campaigns

  17. Closing End User Opportunities • The Final Goal is to get MORE BUSINESS • The End User is the KEY • Qualify all your leads • Show your value and quality in all the steps:Meetings – POCs – Sales • Don’t walk alone: develop Business with your vendors and partners • Try to close opportunities directly

  18. Thanks Laurent Daudré-Vignier laurentdv@exclusive-networks.com #laurentdv

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