Preparing to Sell - PowerPoint PPT Presentation

1 / 21
About This Presentation
Title:

Preparing to Sell

Description:

Market Analysis / Positioning. How will you position yourself in the ... Competitive Analysis / Positioning. Who is your competition? What are their Strengths? ... – PowerPoint PPT presentation

Number of Views:22
Avg rating:3.0/5.0
Slides: 22
Provided by: tech8
Category:

less

Transcript and Presenter's Notes

Title: Preparing to Sell


1
Nothing happens until a sale is made -
Accounting Text Book
Preparing to Sell
Javier Quezada OneHemisphere 408.834.4225 javier_at_o
nehem.com
2
Sales Approach
Strategy
Execution
Marketing
Sales
3
Mexico vs USA A Cultural Perspective
  • Market Comparison
  • Mexico Big Competition / Small Market
  • USA Big Competition / Big Market
  • In Technology Mexico 2.5 of USA Market
  • Business Values
  • Specialization
  • Cannot be All things to All People
  • Professionalism
  • Product Expertise
  • Industry Expertise
  • Trusted Partner of the customer
  • Americanization
  • .com not .com.mx
  • Relationships Contacts and Connections
  • Get you an introduction Not a sale
  • Your Brand is important
  • Company and Personal
  • Perception of Time
  • Mid to Long Term Perspective vs. Short Term

4
Sales Mantra
  • Hope is not a Sales Strategy

5
Sales is a Process
DemandGeneration
SalesEngagement
SalesClosure
Delivery
Awareness
Sales Pipeline
Sales Forecast
6
Preparing to Sell
  • Determine your Reason for Existence
  • Assess Your Market Opportunities
  • Perform a Market Analysis / Positioning
  • Perform a Competitive Analysis / Positioning
  • Determine your Go To Market Execution Strategy

7
Reason for Existence
  • Why do you do what you do
  • Vision / Mission
  • Core Purpose
  • What market need are you satisfying
  • What value do you bring to your Customer
  • ROI
  • TCO
  • How do your customers Perceive you
  • Mexico
  • USA
  • _at_ACTION ITEM Your Message to the World
  • Develop your 30 second Pitch
  • Formalize it in a 1 Page Letter for a key
    decision maker

8
Assessing Market Opportunities
  • Market Trends
  • Who has money to spend?
  • Why are they spending money and for what
    projects?
  • Target Prospect Profile
  • By Industry
  • By Revenue
  • By Company size
  • Value Proposition
  • What can you do for these targets
  • Prospecting
  • Network, Network, Network
  • Online Research
  • _at_ACTION ITEM
  • Research 10 prospects
  • Use Local Public Library Tools
  • ReferenceUSA Recommended

9
Market Analysis / Positioning
  • How will you position yourself in the market
    place
  • Differentiation?
  • Price?
  • Capabilities?

10
Competitive Analysis / Positioning
  • Who is your competition?
  • What are their Strengths?
  • What are their Weaknesses?
  • You
  • What are your Strengths?
  • What are your Weaknesses?
  • How are you Different
  • What makes you special?

11
Your Go To Market Execution Strategy
  • Who are your Target Prospects
  • Who do you need to meet?
  • Where are they located?
  • What relationships can you leverage?
  • How will you go after them
  • Direct / Indirect or Both?
  • Leverage existing relationships
  • Network, Network, Network
  • Local Business Organizations
  • Chambers of Commerce
  • Hispanic Business Organizations
  • Technology Networking Organizations
  • How will you measure your results
  • Goals and Objectives
  • Time frames
  • Pipeline Tracking Tool

12
Where to Find Prospects
  • Warm calling vs. Cold calling
  • Networking, Networking, Networking
  • Chamber of Commerce
  • Silicon Valley Organizations
  • Partner Technologies
  • Other Techba companies

13
Determine Direct / Indirect Sales Model
  • Direct Sales Advantages
  • Committed Sales Force
  • Ability to Control more effectively
  • Accountability
  • Direct Sales Disadvantages
  • Higher Cost of Sales
  • Difficult to recruit the right sales person

14
Determine Direct / Indirect Sales Model
  • Indirect Channel Advantages
  • Lower Cost of Sales
  • Faster Go to Market
  • Leverage existing install base of clients
  • Mitigate Risk
  • Indirect Channel Disadvantages
  • Difficult to Control
  • Compete for Mindshare
  • Less sales commitment

15
Pipeline Development A Start
  • Goal Generate Meetings
  • Create a 1 Page Introduction Letter
  • Targeted Audience Key Decision Maker (CEO, CFO,
    CFO, CAOetc)
  • Include Compelling statement regarding your
    company
  • Include measured success stories and results
  • Include reference Quote
  • Develop a list of Targeted Prospects
  • 100 Targets
  • Excel Spreadsheet
  • Decision maker names and contact information
  • Mail letters to selected key decision makers
  • Develop your 30 second sales pitch
  • Focused, clear and compelling value proposition
  • Follow up with Phone calls and ask for meeting

16
_at_ACTION ITEMS
  • Register with a local public library
  • Look for FREE Business Resources at your local
    library
  • ReferenceUSA
  • Develop Pipeline Tracking System
  • Excel Spreadsheet
  • Target Prospect Names
  • Addresses
  • Key Decision Makers (Leaders, Financial,
    Operations etc..)
  • Develop your 1 Page Introduction Letter
  • Develop your 30 Second Sales Pitch

17
Sample Sales Tools
18
Sample Sales Tool
19
Its a Numbers Game
  • Awareness
  • The more prospects you touch and know that you
    exist, the higher the chances of generating
    demand
  • Demand Generation
  • The more interested prospects that you
    generate, the higher your chances to engage in
    sales opportunities
  • Sales Engagement
  • The more sales engagements you participate in,
    the higher your chances of closing new customers
  • Sales Closure
  • The more sales you close..
  • Delivery
  • The more times you work with customers, and
    deliver on customer satisfaction, the more new
    opportunities you generate
  • Rule of thumb
  • 100 targets should generate 10 sales
    engagements
  • 10 sales engagements should generate 2 sales

20
_at_ACTION ITEMS Part 2
  • Ensure you have an Americanized Website
  • Ensure you have a valid .com email addressNOT a
    .com.mx email address
  • Develop a PowerPoint Presentation
  • Develop a Company and Product/Service Brochure

21
_at_ACTION ITEMS Part 3
  • Recommended Books
  • Selling to VITO Anthony Parinello
  • Little Red Book of Selling Jeffrey Gitomer
  • The Art of the Start Guy Kawasaki
  • Recommended Movies
  • Glengarry GlenRoss
  • The Boiler Room
Write a Comment
User Comments (0)
About PowerShow.com