Transcript: Sales Strategy Initial Approach Thank the customer for reaching out and ask why they decided to go with us. Gather basic info: budget, deliverable/ service, etc. Wait to discuss all fees until after the discovery Process. Production Production Video Music Marketing Marketing Design Design Logo $1,500 Logo (3 Iterations) Color Scheme Typography Icons Directions Values Discovery Process Website
Transcript: Skywaves Sales Strategy Presented by Eduardo Oliveira NOW WHERE ARE WE NOW ? 2017 SWOT analysis Strengths Weaknesses Opportunities Threats Certificated professionals CDA of Bayer Thailand Board of Investment Company Medium and small customers Foccus only in Expat Companies Lost more contracts if we don't offer post sales politcs Don't renew old contracts Offer services to Big Companies Become Top Google search Become a Microsoft Partner (sell licenses) Current Customers Current Customers SALES 100% Q4 2018 Q4 2017 N. CUSTOMERS Q4 2018 Q4 2017 110% 12 20 Puratos Orbis-Alliance Ananda Mapal (Thailand) Co Ltd Sartorius Zanotti Thai Eastern Unilode AZO HLB Hypertrade DEG How? How we will do it? Forecast Establish a relationship Visit Customer frequently Understand the needs Stay close Offer services WHERE ARE WE GOING? GOAL - Become the great IT Company in Thailnd KPI KPI 10% +13.5 M Increase Renevue and Month Incoming Increase SW Customers base Target market Target Market Contact Centers Banks Health Clinics Hospitals Timeline HOW WILL WE GET THERE? STRATEGY Contacts Relationship Sell Sell Sell Focus Topics 1st Topic Focus Topics 2nd Topic 3rd Topic - Use Linkedin to find new business contact - Events - Door to door - Public articles in IT magazines - Create a relationships - Increase brand visibility Offer services according to the customers needs Financial Projection Financial Projection 8M Q1 Q2 Q3 Q4 10M 10M 12M 11M NOW
Transcript: Inbound Compelling Event SCOTSMAN 1. Listen Customers? Employees? Assets? Revenue? Branches? SMARKETING 2. Answer questions and proliferate Personality Profiling Must use a complex sales strategy for a complex client Inbound / Outbound Permission / Interruption Consultative / Hard Who 1. Research 2. Ask 3. Listen 4. Teach 5. Qualify 6. Close Several siloed events teams throughout business Managing events on behalf of business units Constant battle over data - Who's attending? Have they read our emails? Did they attend last year? Did they enjoy it? etc. No one can keep track. Events teams don't talk to each other. Always danger of overlap/overkill. Compliance increasingly important. Regulations making everything even tougher and messier. What's keeping them up at night? Attend Events Network Use contacts Outbound What are we closing them on? ucreate.it ✳✱* ... but how? Banks are not simple HOW? GO-GETTER - constanly looking for good ideas and champions them SKEPTIC - doesn't believe benefits can be achieved. Needs a lot of convincing. FRIEND - readily accessible and willing to help TEACHER - loves to share ideas and insights. Paints a vision. GUIDE - willingly provides information CLIMBER - focused on personal gain BLOCKER - wired to avoid change and avoid status quo Growth Strategy Time to connect Literally! Can hunt multiple BUs until we find one. Start with a trial rollout Who do you think we should target? WHY? Take for example... Compliance Workload Keeping track Attendee satisfaction CONSULT Solution Competition Originality Timescales Size Money Authority Need Stakeholder Map Pain phone / face-to-face / web-ex It's messy! Huge turnover, huge staff numbers, complex structures, increasingly strict regulations, sensitive data, critical security requirements, complex IT infrastructures, poor internal communication, no simple budget allocations, etc. ... .. ...
Transcript: Example of a Jeopardy Template By: Laken Feeser and Rachel Chapman When creating without a template... http://www.edtechnetwork.com/powerpoint.html https://www.thebalance.com/free-family-feud-powerpoint-templates-1358184 Example of a Deal or No Deal Template PowerPoint Game Templates There are free templates for games such as jeopardy, wheel of fortune, and cash cab that can be downloaded online. However, some templates may cost more money depending on the complexity of the game. Classroom Games that Make Test Review and Memorization Fun! (n.d.). Retrieved February 17, 2017, from http://people.uncw.edu/ertzbergerj/msgames.htm Fisher, S. (n.d.). Customize a PowerPoint Game for Your Class with These Free Templates. Retrieved February 17, 2017, from https://www.thebalance.com/free-powerpoint-games-for-teachers-1358169 1. Users will begin with a lot of slides all with the same basic graphic design. 2. The, decide and create a series of questions that are to be asked during the game. 3. By hyper linking certain answers to different slides, the game jumps from slide to slide while playing the game. 4. This kind of setup is normally seen as a simple quiz show game. Example of a Wheel of Fortune Template https://www.teacherspayteachers.com/Product/Wheel-of-Riches-PowerPoint-Template-Plays-Just-Like-Wheel-of-Fortune-383606 Games can be made in order to make a fun and easy way to learn. Popular game templates include: Family Feud Millionaire Jeopardy and other quiz shows. http://www.free-power-point-templates.com/deal-powerpoint-template/ Quick video on template "Millionaire" PowerPoint Games Some games are easier to make compared to others If users are unsure whether or not downloading certain templates is safe, you can actually make your own game by just simply using PowerPoint. add logo here References Example of a Family Feud Template PowerPoint Games are a great way to introduce new concepts and ideas You can create a fun, competitive atmosphere with the use of different templates You can change and rearrange information to correlate with the topic or idea being discussed. Great with students, workers, family, etc. For example: With games like Jeopardy and Family Feud, players can pick practically any answers. The person who is running the game will have to have all of the answers in order to determine if players are correct or not. However, with a game like Who Wants to be a Millionaire, the players only have a choice between answers, A, B, C, or D. Therefore, when the player decides their answer, the person running the game clicks it, and the game will tell them whether they are right or wrong.
Transcript: Overseas Business Expansion Strategy Plan of Action Target Region Middle East/Dubai Why? Easy to get to: International travel hub. One of the busiest travel hubs in the world. Citizens of almost all the countries can visit Dubai easily. World-class infrastructure: City of the future. Switching point for trade with a region of 2.2 billion people in Africa, Europe, the Middle East, the CIS, Central Asia and India. State-of-the-art venues: Place to meet. Dubai has a plethora of flexible business event facilities, from a meeting room for 10 people to a convention for thousands. Safe and secure for all: Safe haven for investors. Dubai is a politically stable environment and a safe city. Lead Generation How Define the lead source: For e.g. www.visitdubai.com Data Mining: Check the website and its events section. Find out free and paid events. Collect the RPCs history, from social networking profiles. Prepare this primary lead source sheet. 1. La Perle By Dragone: Date: 09 January - 31 December 2019/Ticket Slots: AED210 to AED840 Website: https://laperle.com/en/ Email for Sales & Business Purpose: email@example.com Telephone: +971 4 437 0001 2. DigiMarCon Dubai 2018 - Digital Marketing Conference Date: October 23rd to 24th, 2018/ Venue: Hyatt Regency in Dubai, Ticket Slots: US$ 597 to US$997 Website: https://digimarcondubai.ae 3. Advanced Digital Marketing Training and Workshop - 4 Days - Dubai Contact Details: PreparationInfo. World’s Leading Certification Training Provider in various on demand courses in multiple domains. Email: firstname.lastname@example.org/Call: +1-518-635-8456 /WhatsApp: +1-929-314-8341 Every paid and free event is a separate account. · Explain our services and reach in the local market. Support this by our google search report for that region, successful case studies, and references. · Publish the event on Townscript, for free events just proceed as normal registration. For paid events create the event. Assign dedicated account manager for the account. . As per the region specific sales policy, first $1000/500 sell should be offered free of cost to prime accounts which are most likely to generate repeat business and better media coverage. Our USP should be, win-win situation for the client, if we exceed the sale, client will pay the fees, else it will be treated as a free event. · Delight the customer by offering highest level of client service. Manage an hours turnaround time for, share activity reports daily/weekly, personalized customer support · After the event, fix the call and share the details like, number of views, regions across the world where post was viewed and shared. (Prepare standard report format to be shared) · Check for upcoming events and note it down in CRM. Approach the client, well in advance for the next event. Sales Approach Sales Approach South East Asian Countries: China, Indonesia, Singapore, Malaysia, Thailand, Vietnam & Philippines European Cities: London, Paris, Vienna, Amsterdam, Berlin, Istanbul, Prague American Cities: New York, San Francisco, Chicago, Atlanta, Los Angeles, Houston, San Diego, San Jose, Palo Alto, Mountain View Next Regions to Target Next?
Transcript: WHO WE ARE 250,000,000 Thank You! FOX WIT IT Functionality 40,000,000 Getting the word out 40,000,000 The Market Fox Wit It
Transcript: Resources Technical Sales Engineer USP Prof. Ismail Al Hinti USP is the unique selling proposition. Our USP is the thing that sets us apart from other competitors. What is Our USP ?? lowest price Target Market What Is Sales Strategy ? A concrete, step-by-step plan to sell products or services for the purposes of generating and increasing revenues. It is the plan that enables you to successfully sell your products or service again and again. This strategy is always tested, evaluated, and optimized to facilitate the achievement of desired results. Resources Sales Engineer Ideal Customer Profile Eng. Sami Homsi Eng. Muneer Al Abous Knowing other competitors profile and understanding how they operate and function is very necessarily. This part should be written and shared because all salespeople should know who they are, what they sold and how much they sold it for. Ideal Customer Profile Eng. Omar Al Shorman - High margin clients ?? - What industry ?? - How was the lead developed ?? - How did they Pay ?? Eng. Jameel Darweesh Sales Expectations Sales Strategy Competitors Leads Generation Design & Sales Engineer Sales Strategy Key Factors CEO Competitors What Is USP ?? Target Market Design & Sales Manager What type of talent do we have ?? and what level of training do we have ??
Transcript: for June 2018 30/05/2018 -By Mohamed Ibrahim Sales Strategy What are we doing? What are we Planning to achieve ? 1. Exploring the Web Development Companies (WDC) in : Pune (150) Mumbai (150) 2 . Understanding their landscape and proposing them with best hosting services that fit to their requirement and increase our customer base. The Problem The Problem Understanding Customer's concerns and addressing them on an adhock basis. Scheduling Demos for all of the WDC which is time consuming. The Solution The Solution Understanding the demand and enrollment volume of WDC and creating a mass demo(through online platform) to showcase our solution and also address their queries in a common forum thus answering the solution to their existing problems and also giving them a fair idea of our capabailities thus potraying superiority in the Hosting space. How do we do it? How do we do it? Creating a database for 300 companies (Pune and Mumbai Combined) Approching the companies in the order of size and revenue. Schedulding Weekly or bi weekly demo for the participants to showcase CloudJiffy and the pro and cons of it in comparision to other Hosting providers Adressing their queries. Approach Approach : Reaching out to each of the WDC indicvidually and connecting with them and understanding their current probelms and making them sign up for the demo which is pre-defined for the week one. Note : There can be more than one demo in a week if the number of participants are higher. Walking them through the basic differences and showcasing them how would Working with LeapSwitch benifit them. Answering their queries. Reaching out back to them to gather their feedback and sign them for an engagement.. How do we benifit? How do we benifit? The demo can be organized addressing mutilple problems through an online platform like Zoom or Skype or Google Meetup. Answering all the problems with one platform givies the impression that we are in par with the leading player in the market. Reduces the time spent by the tech team in providing demos. "My competition is buying... may be I should too" attitude may result in higher conversition ratio. Procedure Procedure Reach out to to a customer and schedule a quick call with him as per his availability and understand his problems and enrolling them for the next demo. Share all the problems witht he tech team and allow them to create the best solution for the demo Q&A session at the end of the demo Reach out to them and ensure all their queries are answered and what are their feedback on the demo Once all the queries are answered and they are impressed with the solution, sign the MSA and SOW. Thank you Thank you!
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