Startup Incubator - Sales Training - Overview

SALES STRATEGY

A SALES STRATEGY

IS A COMPREHENSIVE PLAN TO GET CUSTOMERS TO PURCHASE YOUR PRODUCTS AND SERVICES. WHILE IT CAN BE BASED ON YOUR MARKETING AND BUSINESS STRATEGIES, A SALES STRATEGY FOCUSES ON MAKING THE SALE RATHER THAN INCREASING THE VISIBILITY OF YOUR COMPANY.

SALES STRATEGY

• Sales Pipeline

• Sales Channels

• Direct

• Indirect

• Sales Collateral

• Pricing

• Description

• Benefit

• Contract

–Johnny Appleseed

“Type a quote here.”THE SALES PROCESS

SALES PROCESS - DIRECT SALES

Product Knowledge

Pipeline Planning

Request Meeting

Presentation Practice

Presentation Strategy

Follow up

Competitor Research

Verbal Confirmation

Prospecting

Target Research

1

Qualifying

Proposal ProposingProposal Clarification

Closing

Implementation

Contract

12

–Johnny Appleseed

“Type a quote here.”A SALES PIPELINE

SALES PIPELINE

• Sales Pipeline

• Visual representation of sales prospects and where they are in the purchasing process.

• Provide an overview of a sales rep's account forecast and how close he is to making quota, as well as how close a sales team as a whole is to reaching quota.

• Part of a Client Relationship Management Tool (CRM)

Research your prospect

TARGET RESEARCH

• Research the person/s you will present to.. Linked-in, google

• Know the organization -…Website

• Practice the value proposition

• Know their partners

• Visit their social channels

• Answer WHY?

–Johnny Appleseed

“Type a quote here.”PRESENTATION DAY

Prepare your conversation

Set Expectations

Learn to read BODY language

Create a meaningful dialogue

Stay Focused

Remain Clear on what you’re selling

Sales Collateral

• Presentation

• Pricing Tables

• Proposal

• Features / Benefits Comparison

• Non-disclosure

• Contract

Your Presentation

• Brand Attire

• Greeting

• Punctuality

• Conversation

• Jargon

• Positive Language

• Follow up

ASSIGNMENT

1. Create the Slidedeck for BirHakaya2.Research cost of Ads, Sponsorship, Events, Training3.Create a pipeline