Transcript Best Practices in World Class Sales Forces Slides

Best Practices in World Class Sales Forces
Kenneth Ferree
Vice President of Sales
Ophir-Spiricon
SALES PERSON: A PERSON
EMPLOYED TO REPRESENT A
BUSINESS AND TO SELL ITS
MERCHANDISE
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Sales Persons’ Real Responsibilities
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Learn the products
Find leads
Follow up on leads
Help People
Establish relationships and credibility
Provide solutions
Have fun
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Lead Generation Paths
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Sales Process of Getting Leads
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Website
Database
Trade Journals (Electronic Versions)
Google Alerts
Ezine (Your Electronic Newsletter)
Linkedin
Facebook
Twitter
You Tube
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Database Management
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What do you put in a database?
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Name of Contact
Name of Company
Address of Contact
Phone Number
E-mail
General information you found out when listening ( Kids, Sports
teams, Colleges, Hobbies)
Complete details about their problem!
Equipment or products they already have
Quotations
Forecasts
Percent probability of closing the sale
Referrals
Orders
What their company does
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Electronic Journals
Know the trade journals in the their field.
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Google Alerts
www.google.com/alerts
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Google Alerts
Research potential clients in
your geographical area.
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Google Adwords PPC and Analytics
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Google Analytics
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Map Overlay
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Website Map Overlay
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Ezine: Epulse from Ophir-Spiricon
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Ezine difference
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• Most Business oriented social media
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Source: thenmention.me/blog/twitter-demographics/
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Traffic
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Over 800 million unique users visit YouTube each month
Over 3 billion hours of video are watched each month on YouTube
72 hours of video are uploaded to YouTube every minute
70% of YouTube traffic comes from outside the US
YouTube is localized in 43 countries and across 60 languages
In 2011, YouTube had more than 1 trillion views or around 140 views
for every person on Earth
• Millions of subscriptions happen each day. Subscriptions allow you to
connect with someone you're interested in — whether it's a friend,
or the NBA — and keep up with their activity on the site
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2D Data Matrix
QR Code
Microsoft Tag
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What Can Be Done With 2D Data Matrix Codes?
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The Importance of Social Media on Business
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Market awareness to your customers
Lead generation for your sales team
Find new companies
Using groups to learn about new projects
Be seen as a leader in your industry
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What does Lean mean to a sales person?
• Continuous improvement
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Knowledge
Salesmanship
Competitive knowledge
Solution oriented
Customer Centric
• Believe in the following
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Company
Product
Best solution (ROI for the customer)
Become the expert in your industry
Yourself
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The Company’s Responsibility
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Provide World Class Products
Provide World Class Training
Provide World Class Customer Service
Be there for the long haul
Continue Innovation
Communication is key with all
departments and the customers!
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Become and Expert in Your Industry
By becoming the expert with a Blog, or
commenting on groups in Linkedin or on the
internet, you build credibility in your industry
and this creates a following and rapport.
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Time Management
Social media comes with good and bad consequences. You must set
dedicated time aside to use social media. It can become too easy to get
lost in the fray. Set aside a specific amount of time each day to use
social media for yourself and for your sales team.
Time should be set aside for making phone calls and setting up
appointments with customers.
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Free Advertising
Where else can you get exposure to millions of
potential customers for free?
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Linkedin
Facebook
Twitter
YouTube
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Times are Changing
• People have no extra time.
• People have a very short attention span
compared to the past.
• Videos are becoming more and more popular
every day!
• Linkedin is ranking towards the top on Google
searches.
• YouTube is also ranking towards the top.
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Write Daily
Whether or not you have a Blog, writing daily helps to
put your thoughts into a cohesive structure. This helps
you take those ideas that may have hit you as you go
along and act on them. Some of these are real gems
and if you don’t write them down they are gone
forever!
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It’s all about the Customer
Acknowledge your customers’ successes. If you see
an article pop up from your Google Alerts, send
them the link and tell them congratulations.
Every face-to -face visit is a learning experience.
You have to love what you do or you need to do
something else!
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Sales Process before you get the sale
• Believe in your product, company and service.
• Do your homework about the company you are
seeing and your competition.
• Relax.
• Be Customer-centric. Make them king
• Help the customer solve their problem. Don’t sell
them products!!!
• Create Value in the relationship.
• Ask for the sale.
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Information Gathering
Create customer satisfaction surveys to see how you
are doing.
Create puzzles in your Ezine ̶ this will get some of
those hard to reach people to interact with you.
Keep Metrics on your sales team and monitor them
monthly.
(ie… Calls, Visits, Demos, Quotes/Close ratio etc…)
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Information Sharing
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E-mail(1-2mins)
Blog(1-2 Hours)
Twitter(30 seconds)
Facebook(2-5 Mins)
Ezine(10-15 hours)
YouTube(5-10 Mins)
Linkedin(1-2 Hours)
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After the sales Call
• Leave the call with your Action Items.
• Schedule your calendar for follow up.
• Provide customer with requested
information within 1 day.
• Send white papers or articles discussing
the way your products have solved
similar problems in the past. If you
don’t have them write them!
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Perception
• If the customer perceives this is just another sales pitch, the sales
call is over!
• Know the customers’ businesses.
• Understand the customers' needs.
• Sit on their side of the desk prior to making your sales pitch.
• If the customer perceives you are there to solve their problem,
you are the only sales person to have done that and now they
want to buy!
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Publicity
•Trade Shows
•Webinars
•Social Presence
•Trade Journals
•Press Releases
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Useful Web Links
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ChrisBrogan.com (Great Ideas)
Mashable.com (Technical News)
Wired.com (Technical News)
Linkedintobusiness.com (Linkedin expert)
Thesaurus.com (Word-smithing)
Grammarly.com (Grammar)
Fotolia.com (Inexpensive Pictures and Videos)
Gitomer.Com(Sales)
Creativethinking.net(Michael Michalko)
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“People don’t like to be sold, but they love to buy.”
Jeffrey Gitomer
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Honesty and Integrity
No matter what the situation, never make up an answer!
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Contact Information
Kenneth Ferree
Vice President of Sales
Ophir-Spiricon LLC
[email protected]
435-881-3077
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