sales cycle and sales roles - tradecraft
DESCRIPTION
A presentation about the sales process and different roles within the sales process.TRANSCRIPT
January 22nd, 2014
The Land of SalesCycle & Roles
1/24/14
WRITTEN
Table of Contents
Audience AwarenessPersonal Presentation
Body Language
Sales Cycle - Carlos
Overview
Sales Roles - Amanda
Recap
Q & A
Appendix
Speakers:
Amanda HoltSales & BD TrackTradecraft
Carlos CheungSales & BD TrackTradecraft
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Pre-Sale Post-Sale
Sales Cycle
Prospect Qualified Opportunity Close Implementation Service
Suspect
Pre-Sale Post-Sale
Sales Cycle
Everyone within your target market
Qualified Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
People who take action to solve a problem that you can help resolve
Suspect
Prospect
Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Qualified
The right person with the ability to pay
Qualified Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Opportunity
The right person who is ready to pay
Qualified Opportunity Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Close
The right person signed an agreement to purchase a product or service
Qualified Opportunity Close Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Implementation
Onboarding the customer with the product or service
Qualified Opportunity Implementation
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Service
Help customer achieve success with product or service
Close
Prospect Qualified Opportunity Close Implementation ServiceSuspect
Pre-Sale Post-Sale
Sales Cycle
Lead GenOutside Sales
Inside SalesOutside SalesAccount Exec
Channel
Account Exec Account ExecSales Engineers
Account ExecSales Engineers
Sales OpsCustomer Success
Account ExecSales Engineers
Account ManageCustomer Success
Account ExecEngagement
Account ManageCustomer Success
Roles
The Land of
Sales
Business Development
Lead Generation Customer
Success
Channel DevelopmentAccount Exec
Inside Sales
Sales Engineering/Operations
Outside Sales
Business Development
• Source partnerships, leverage channels• Understand the market
• No quotas
Suspect
Prospect
Qualified
Opportunity
Close
Implementation
Service
Lead Generation
• Interact with marketing• Process leads through qualifications
• Building lists, cold calling, email campaigns
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Outside Sales
• Prospecting companies for relationship • Sells products/services• Meet prospective buyers
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Inside Sales
• Qualifies leads• In-office – “remote sales”
• Handles inbound, outbound or both
Channel Development
• Sells to companies who then sell products (3rd party = channel)
• Ex. Apple selling iPhones to AT&T store
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Account Executive
• In-person demos, close deals• Manages the interests of buyers
• Inside and outside sales
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
Sales Engineering/Operations
• Design product solution• Streamline sales and product
• Tech knowledge
Customer Success
• Make sure the customer is happy, needs are met once sale is closed
• Measured by retention and growth of an account• Also known as engagement
SALES CYCLE: Close through Service
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
…to
RECAPSales…
References:1) Inbound Sales Network:
http://bit.ly/1dxhR4o
2) Sales Assessment: http://bit.ly/
1cXtDFb3) Predictable Revenue