BDMSummit 2017 - Любомир Бойчук "Ефективні продажі ІТ сервісів – командна робота"

IT Sales — Teamwork

Lyubomyr BoychukVice President of Business Development

Infopulse

Sales call

Follow-up

Conversion

Sale

Leads

Connection

Timing

Obstacles

Persistence

Opportunity

Marketing•Awareness•Interest•Desire•Action

Sales•Awareness•Interest•Decision•Purchase

Sales Toolkit

MaterialsWeb Site,

Presentations, Leaflets

Leads channelsWeb site, social,

exhibitions, references, call center, etc.

ProductService

Descriptions, Trainings, Experts

Sales supportBid management, sales

operation services, intelligence

TargetW$, Budget,Fix Income

Bonus ModelRelative Bonus Model, Revenue

Sharing Model, KPI driven model, Combined model

LimitationsGeography, Product,

TCV, Ethics

Team work

Creativity

There is no waste shots

Make sure you hire right people