Murray Downes Associated Logic Limited

1
Murray DownesAssociated Logic Limited

• Strategic Software Sales
• Western Europe and North America

2
Overview

• Channels
• Direct Sales
• Mass Market Techniques
• Capacity Planning
• Travel
• Practical issues

3
Channel Operations

• Distributors and Resellers
• Finding a partner
• Making markets
• Managing your channel
• Exclusivity and Channel Conflict
• Supporting your channel

4
Direct Sales 1

• Targeting your markets
• Buying lists - List Maintenance.
• Focus Recognise your limits...
• Lead Generation
• Finders
• Referrals
• Margins

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Direct Sales 2

• Making contact
• Qualifying Opportunities
• Qualification process
• Developing Qualified Opportunities
• Being there - reality is you need a mix physical
  visits and remote contacts
• Managing the sales force
• Languages and some other differences...

6
Mass Market Techniques

• Catalogue Operations Call Centres Internet sales
• Appropriate for your target market
• Primary or Supplementary

7
Media issues

• Television Radio and Print media advertising
• Appropriate?
• Results

8
Capacity Planning

• Headcount
• Sales resources
• Pre-sales support
• Territory planning
• Geography, Vertical Markets,
• Geographic realities
• Human realities
• Focus

9
Practical Issues

• Planning an overseas sales visit
• Flights, Sector Fares,
• Business v Economy
• Flights from hell - and others
• Telephones - costs, constraints, hints
• Remote Internet access - I-Pass
• Taxis and rental cars Public transport
• Landed what now?

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Practical Issues 2

• Pre-Planning - Organise yourself
• Make up a visit folder
• Contact details. (example)
• Maps Hotels. Prospect sites...
• Make hard copies of key items
• Calender - hour by hour (example)
• Formal Presentations - warning
• Memorise a (talk) framework - company, problem,
  solution, client base, next move...

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Practical Issues 3

• Some things you should have already covered
• Draft contracts - for resellers and/or end users
• Intellectual Property issues
• Reseller and end user payment terms
• Presentations and samples
• Fallbacks

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During the visit...

• Get their business cards - give out your own
  cards
• Write up each day while the facts are still fresh
• Get action items under action there and then and
  then by eMail back home
• Confirm to the prospect by eMail you did what you
  said you would do

13
During and after the visit

• Have a tentative next visit date (late October,
  mid-November). Dont be too specific
• Be prepared for long sales cycles
• Champions, project teams, evaluations, budgets,
  decisions..
• Stay in touch, maintain your contacts
• Summary QA