Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Make your likes visible on Facebook?

Connect your Facebook account to Prezi and let your likes appear on your timeline.
You can change this under Settings & Account at any time.

No, thanks

Inside sales action plan

No description
by

Allotsys Consulting Ltd

on 31 July 2015

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Inside sales action plan

Buyer Personas, suspects, strangers
(CIOs, CFOs, GMs)

example enterprise
Yearly net revenue
Multinational player
IT Budget
Internal IT professionals
Eager to cut cost
H2H
inbound Marketing
inside sales

Lead generation 2.0
Leads Inbound
61% cheaper to Outbound
prospecting
today
B2B Lead Generation:
Where to Start?
Relationships with CRM increases sale rate by 26%
Social Media Can Generate B2B Leads 277% more
hunting prospects with modern lead generation methods
Sharing Ideas via Blog to reach 23% of total internet usage
Brand recognition & awareness (outbound)
Market education (mixed)
Social Media (inbound)
demo (inbound)
Evangelists
Legacy outbound marketing is important:
print advertisements, internet banners, email mailing lists, cold-calling
source: blog.salesforce.com & blog.hubspot.com
New Ideas That Will Generate Real Value
what we see is processed 60,000 times faster than what we read.
goods
services (SW)
motivation
inspiration
value proposition
value proposition
desire
desire
(CTO)
(CFO)
(phisical HW)
print advertisements,
internet banners,
email mailing lists
trade shows,
trainings,
CSR - PR
LinkedIn,
blog posts,
forum support,
newsletters
30 days free trial,
limited feature set,
packaging,
free sells paid
certified individuals,
community building,
consultative approach
marketing qualified lead generation
opportunities - sales qualified lead
proposals - quotes
implementation
the initial connection doesn’t have to be cold anymore
3x3 research
Refferal
Connections
Co-worker introduction
Common group
Emails forwarded internally
Meet our CEO at the trade show
Webinar or a live event
Double Dial
Get Direct Lines
Cold call as a service
Immediacy
Persistency
Time of the day
Day of the week
sales e-mail analytics - tracking and alerts
Realtime e-mail insights:
who to contact,
when to contact,
what contanct to use
Attachment downloads
Multi-recipient tracking
Forward tracking
warm IT up
prospecting techniques:
LinkedIn
Cold Calls
Call to Actions
White papers
Research papers
e-books
Developer resources
innovators - blue ocean
laggards - red ocean
Total Addressable Market (TAM)
Top Down - USD 73 Million
Bottom Up - USD 5.4 million from 485 CEE prospects
USD 545.40 billion on
paid media in 2014

Leads vs. Lists - Inbound vs. Outdbound
Contact Attrition - outsourced cleanup
Initial data
Contact append - check existing global and regional customer base
Qualified contact with authority, need, urgency and money
continuous lead research - web crawling, crowdsourcing
new items
company names,
titles,
names,
e-mail addresses,
direct phone nrs,
yearl IT budget


Profile the persona
485 targeted regional prospect
Full transcript