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Selling proces (FOLLOW UP MAIL (Catchy Subject (Make it personal, Use the…

- - - - Who is our potential customers?
      - Why they attend the event?
      - What are their expectations?
      - How can we narrow the targeted group?
      - Filters
        
        Geographical filter
        
        Size filter
        
        Technical filter ->what kind of technology are they using?
        
        Role filter - has a sales team/ how big?
        
        Business segment filter (food industry, agro, tech, software)
    - - Are we targetting the right prospects?
        
        Renewals - Who is renewing? Who succeeds at the show?
    - - Go first for the cold ones that will give you the HONEST feedback.
  - - - Creating leads - who are the potential customer - creating a tab of prospective customers.
      - Qualify lead.
    - - Close the deal
      - Re-set the expectations
  - - - How to create longterm relationships between our customers and us.
    - - Did we actually targeted the right people? Are we able to sell them again? Do upsell?
      - How much time did we spend by closing the deal? Is it worth it?
- - - - I was producing conferences and events, that are content-driven backed by deep research, with vast sales opportunities for participants, sponsors and for us as an organizer.
- - - - How do you establish budget for decision like this?
    - - How these decision are made?
      - What is your role in this decision making process?
      - How does the decision like this get made?
- - - - The purpose of this meeting is this. What we gain from this meeting? How does is sounds to you?
      - At the beginning of the meeting.
    - - Example. Based on what happen in past few years what fears are you taking to a new period?
  - - - I see three items on my action list. I will do this, you do that.
- - - - Inspirational, Aspirational
    - - Act of humanity
- - - - Clear priorities everyone understands
      - Clear outcomes everyone can measure
      - Clear guidelines everyone can follow
      - Clear goals everyone can work toward
    - - A clear Ideal Customer Profile
      - A SWOT analysis
      - A clear market strategy
      - Clear revenue goals
      - Clear positioning
      - Clear action plan
  - - - What did you do last year? Dig into your sales numbers as well and look at key indicators such as:
      - How much did your team sell?
      - Who sold it?
      - To whom did they sell it?
      - How much will result in repeat business?
      - Which clients brought in the least and most profit? Make sure to add in support time!
      - Which clients had the shortest sales cycles?
      - Which clients had the highest revenue, largest purchases?
      - What has changed?
      - How are you positioned to achieve the revenue targets you have identified?
      - Where is the most logical place to look for growth?
      - What exists to support the desired growth?
      - What additional support will your team need to achieve the desired increases?
      - TO DO: Go through the sales data of the company. - WILL FIND OUT WHERE WE NEED TO IMPROVE, SUPPORT SALES TEAM.
    - - 80% of revenue comes from 20% of clients = DOES IT APPLY TO US?
      - Which clients buy the most?
      - Which clients are easy to deal with?
      - Which clients have shortest sales cycles?
      - TO DO: LOOK AT YOUR TOP CLIENTS AND MAKE A LIST OF CRITERIA
        
        FOCUS ON DEMOGRAPHICS AND PSYCHOGRAPHICS
        
        GEOGRAPHICS (What matters about it?)
        
        DEMOGRAPHICS
        
        PSYCHOGRAPHICS
        
        How does our relationship work?
        
        What is important for them?
      - Do they do the repeat business with us?
      - CAN WE DO MORE BUSINESS WITH EXISTING CUSTOMERS?.
    - - HOW TO LEVERAGE MY STRENGHTS TO CAPITALIZE ON MY OPPORTUNITIES.
        
        GROW EXISTING ACCOUNTS
        
        TARGET DEFINED IDEAL CUSTOMER
        
        TARGET NEWLY DEFINED IDEAL CUSTOMERS
      - WHAT WEAKNESSES AND THREATS MAY HINDER OUR STRATEGY
      - TO DO: ORGANIZE A SWOT ANALYSIS SESSION IN THE TEAM
      - HOW WE CAN OVERCOME, PREVENT THOSE THREATS.
    - - How much can you grow existing accounts?
      - How can you leverage existing accounts to get referrals?
      - How much can you increase revenue inside existing territories with existing products?
      - How much can you increase revenue inside existing territories with new products?
      - How much can you increase revenue outside existing territories with existing products?
      - How much can you increase revenue outside existing territories with new products?
      - TO DO: START WITH large account plans for your top 10 clients.
        
        Is there any potential to grow?
        
        Is there any opportunity to get referrals?
      - NEW TERITORIES
      - NEW PRODUCTS
      - NEW CLIENTS
    - - Create realistic sales targets.
        
        FOR TEAM
        
        INDIVIDUALS
      - WHAT SUPPORT MY TEAM NEEDS?
        
        MARKETING TEAM PERSPECTIVE
    - - TO DO TASKS:
        
        Large Accounts
        
        Opportunities inside existing territories and markets
        
        Companies that meet your ideal customer profile
        
        How will you identify them?
        
        How will you make them aware of your product?
        
        How will sales and marketing work together to prospect and sell
        
        New Markets, New Products.
      - OUTCOMES
        
        VALUE PROPOSITION
        
        PERSONAS
    - - WHAT DO YOU KNOW AT THIS STAGE?
        
        How much revenue I am planning to get?
        
        Where does the revenue comes from?
      - TO DO: EACH SALES REP SHOULD CREATE THEIR OWN FUNNEL
        
        ANSWER FOLLOWING Q's
        
        How much of each type of revenue do I need to make?
        
        How many sales does that represent?
        
        How many calls does that represent?
        
        How much time does that represent?
        
        If I am calling on existing clients, how many calls do I need to make to close 10 existing clients on new products?
        
        How many new ideal customers will I need to call on to close?
  - - - link to aliceheiman.com