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Strategy, Sales, & Sales Management,资料PPT中国PPT资源网收集提供,版权归原作者所有,Strategy, Sales, Sales Management,B2B Sales Management 101 B2B Sales Strategy 101 B2B Sales Case Study: Groove Sales & Strategy Reading List,B2B Sales Management 101 - Harsh Reality,B2B Sales Management 101 The Number “Quarteritis”,“The sun rises & sets on the quarter”,B2B Sales Management 101 Sales Representatives,Sales Rep Profile Personable, builds trust High energy Aggressive/”edge” Street Smart (v. book-smart) Listeners/nonverbal Motivated by money 80-20 rule Compensation Base $90k - $100k Commission $125k (plus draw) 0%-50% quota = x%; 50% -100% quota = 2x%; quota = 3x% Stock options less important Presidents Club Top reps pay CEOs Measurable & Accountable high turnover tolerated,B2B Sales Management 101 Strategic Selling,Nuclear unit SR, SE, Cnslt, Mgmt Power Selling Champions Coaches Economic Buyer IT, LOB IT, LOB, Prchsg Legal, Finance, BOD Find Pain, Find $ Ask questions/listen/non-verbal,B2B Sales Management 101 Predicting The Future,PROSPECTS (Email, URL, Source, HI-IQ Email Nurture),LEADS (Phone #, Lead Conversion Event),NEW CUSTOMERS (CC# and Authorization),Satisfied CHI 70,Unsatisfied CHI 70,Marketing,Sales,Customer Service,HubSpot HI-IQ,SalesF,OPPORTUNITIES (Demo/Trial, 3 per day per rep),SalesF,SUSPECTS (HubSpot, WSG; PPC MVT),B2B Sales Management Predicting the Future The Funnel,Visitors,Prospects,Leads,Opts,B2B Sales Management 101 - Predicting the Future The Forecast,B2B Sales Management 101 - Other,Accounts Reviews Recruiting (profile) Territory Distribution Compensation Plans Sales Rep Development Sales Process & methodology,B2B Sales Strategy 101 Segmentation = Profits,1 Total churn rate (not shown) is calculated as cancelled customers (all time) divided by total customers (all time). Monthly churn rate is total churn rate divided by average customer lifetime of 4.16 months,B2B Sales Strategy 101 Crossing the Chasm,B2B Sales Strategy 101 Model Comparison,Source: Rethinking the Sales Force,B2B Sales Strategy 101 Reason for shift to consultative model,Sales 5,Resource commitment needed for consultative selling,Sales 4,Sales 3,Sales 2,Sales 1,$ Cost,Source: Rethinking the Sales Force,Sales 5,Sales 4,Sales 3,Sales 2,Sales 1,% Return,0%,B2B Sales Strategy 101 Consultative Model,“Listening and gaining business understanding are more important selling skills than persuasion; creativity is more important than product knowledge.” “The only single truth that seems to be holding true for all sales forces is that they have to create value for customers if they are to be successful. Just communicating the value inherent in their products isnt enough.” “Its a risky strategy in a consultative sales to go to a senior-level decision maker before thoroughly understanding the issues and problems where you can create value. Most good consultative salespeople will first do their homework by working with those influencers in the buying organization who have the best knowledge of the problems and opportunities where the selling organization hopes to create value.” Quotes from “Rethinking the Sales Force.” Neil Rackham & John DeVincentis,B2B Sales Case Study: Groove Networks,P0: Evaluation,P1: Validation,P2: Initial Rollout,P3: Enterprise Rollout,REVENUE,COST OF SALE,B2B Sales Case Study: Groove Networks,2 months,2-3 months,6 months,ongoing,B2B Sales Case Study: Groove Networks Q1 (P)hase Movement,P1s Lowe $46K ESP $50K AMEX $40K Mattel $35K Intermec $22K,P2s HP Mktg $770K OCPA $691K Siemens $111K S