Introduction to Sales
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The document provides an overview of the sales process, emphasizing the importance of defining customer types, adapting sales models, and measuring performance through customer acquisition costs. It includes various selling tips, highlighting the significance of qualifying leads and allocating time efficiently among customer groups. Additionally, it addresses common mistakes in sales practices and offers guidance on building and managing an effective sales team.
Introduction to Sales
- 1. a brief introduction to SALES by Alexis Hue
- 2. The Sales Process The (right) Sales Model Selling tips Building and managing a Sales team 2 1. 2. 3. 4.
- 4. because Sales is a process ! 4
- 5. Introducing the Funnel ! Customers Customers Leads Leads Leads Leads Leads LeadsLeads Leads Leads Leads Leads
- 6. Build your own funnel Qualified Leads Opportunities Proposals Sales Leads / Ideas
- 7. Stuff it with KPIs Qualified Leads Opportunities Proposals Sales Leads / Ideas Conversion rate
- 8. "If you can not measure it, you can not improve it! Kelvin Measure all what you can
- 9. Identify blockage points and fix them!
- 11. Define your type of customers 11 and their lifetime value
- 12. 12 Adapt your sales model accordingly Freemium No Touch Self- Service Light touch Inside Sales High Touch Inside Sales Field Sales Field Sales with SE
- 13. 13 CAC Vs. Sales complexity Customer Acquisition Cost Sales Complexity Freemium No Touch Low Touch High Touch Field Sales ?
- 14. $0- $10 $50 $200 $1,000 - $2,000 $3,000 - $8,000 $25,000 $75,000 $75,000 $200,000 Rough estimates of Customer Acquisition Cost (CAC) CAC Vs. Sales complexity Source: Freemium No Touch Self- Service Light touch Inside ales High Touch Inside Sales Field Sales Field Sales with SE
- 15. 15 Customer Acquisition Cost Sales Complexity Freemium No Touch Low Touch High Touch Field Sales ! CAC Vs. Sales complexity
- 16. 16 Find the best Sales model based on your customers lifetime value The relationship between CAC and Sales complexity is exponential not linear Adding human touch dramatically increase customer acquisition cost
- 17. 3 Sales tips 17
- 18. 18 Take inspiration from some existing frameworks Miller Heiman Blue Sheet: - Buying influence roles (E,T,U,C) - Degree of influence (H,M,L) - Influencer mode (G,T,EK,OC) BANT: Budget, Authority, Needs, Timing ORDER: Opportunity, Resources, Decision process, Exact solution, Relationship
- 19. (over) invest in qualifying the leads Marketing Qualified Leads Opportunities Proposals Sales Leads / Ideas Sales Define ahead what is a qualified lead !
- 20. Time is the Sales people scarcest resource Create groups of customers and allocate time accordingly Group A likely to order within 3 months Group B likely to order within 12 months Group C likely to order sometime Sales effort - time allocation
- 21. Recommendations: Group A 70% of Sales people time Group B 30% of Sales people time Group C Back to marketing ! Sales effort - time allocation
- 22. People buy from relationship not RFP! RFPs suck a lot of resources, dilutes your differentiation and commoditize your offer By the way, if you havent (helped) written the specs, you have already lost. RFP: Request For Proposal
- 23. Being a crocodile 23 Common mistakes
- 24. 24 Common mistakes Spend too much time with NINA
- 25. 25 Common mistakes Dont plan room for negotiations
- 26. 4 building & managing a Sales team 26
- 27. Sales talent Process Skills Vs Process Rock StarMaverick MachineFired !
- 28. Things to be considered: your company your product your sales process the market conditions Skills Vs Process
- 29. 60% 40% Bonus paid quarterly Part now part later On Revenue..and margin Compensation
- 30. Money, Money, Money Games Competition Accountability Motivating a Sales team
- 31. Product Customers dont buy a feature ! but on perceived value Price Customers dont buy on price ! but on perceived value Typical excuses 1
- 32. New features Never sell on new feature! Sales support Sales people always want more support! Quota too high Yeah.right! Typical excuses 2
- 33. Good to great salary Freedom & accountability Good product, great sales material Descent tools (CRMetc) Travel & entertainment expenses How to treat your sales team