The Sales Process Sales Processes, Sales Cycle and the Sales Force Margarita Antonova Volunteer Trainer @ Telerik Academy academy.telerik.com Business System Analyst Telerik Corporation
Sales Processes, Sales Cycle and the Sales Force Margarita Antonova Volunteer Trainer @ Telerik Academy academy.telerik.com Business System Analyst Telerik.
Dec 28, 2015
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The Sales ProcessSales Processes, Sales Cycle and the Sales Force
Margarita Antonova
Volunteer Trainer @ Telerik Academyacademy.telerik.com
Business System AnalystTelerik Corporation
2
Table of Contents
Sales Development Cycle
Sales Funnel Pre-Sales Process Post-Sales Process
Sales Development Cycle
The course of time between the initial contact and the sale. Essentially, a measure of the efficiency of the sales department
4
From Marketing to Sales
5
Sales Cycle - General
6
Sales Cycle – Customer Referral
7
Sales Funnel
8
Sales Cycle Prospecting and lead qualification Pre-approach Approach Needs Discovery Value Proposition Handling Objections Negotiation Closing the sale Follow up
9
Pre – Sales Process
Prospecting Nurturing Leads Hot leads and Opportunities Sales Pitch and ABC of Sales CRM systems (Customer Relationship
Management system):
Records and History
Leads and Opportunity Management
10
Post – Sales Process Customer Retention
The amount of business a company keeps
Challenges – easy switch, first period retention (software is commonly purchased for try)
Benefits – difficult switch and certain revenue
Upsales, upgrades and new sales opportunities
Client relationship
Training and Customer Service
Potential partnership
Referral potential
Document communication – CRM systems (Customer Relationship Management system)
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