victor s4 s
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TRANSCRIPT
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SALES STRATEGIES FOR DEVELOPING COUNTRIES
Víctor RicoSales Development, Latin America
@victorricog
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BACKGROUND+ Graduated from Silicon Valley Business School
+ Joined Ooyala in February of 2011
+ First hire for Sales Development and recently promoted to Account Executive for Latin America
+ Generate a substantial amount of revenue
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COMPLEX SALES CYCLE
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PREPARE FOR SUCCESS
Political StrategyRelationship Strategy
Closing Strategy
SOURCE: The Complex Sales
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SOURCE: The Mediocre Fight
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CONSULTATIVE SELLING APPROACH
•Learn to Discover Pains
•Link their Solutions
•Present a Proposal
•To meet the costumer needs with a good ROI
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COSTUMER DECISION JOURNEY
SOURCE: McKinsey & Company
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PROVOCATIVE SELLING
SOURCE: Harvard Business Review
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PREFERENCE
Build Rapport
Establish Control of an
Opportunity
Anticipate a competitor’s strategy
Identify powerful influencers
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EMAILING VS CALLING
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BEFORE PICKING UP THAT PHONE
• Do You Know the NAME/TITLE of the Person You are Calling?
• Do You Know the TOP Reasons Why Past Clients Have Bought
from Your Company?
• What is Your Objective of the FIRST TIME CALL?
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SELLING AT C-LEVEL EXECUTIVES
• How can we gain access to the chief executives (C-level)?
• What is our point of entry to this account?
• What do we when we get there?
• How do we get back?
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A + B + C
SOURCE: Glengarry Glen Rose
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MOTIVATION
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Miss Some, Make Some