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Best Practices in World Class Sales Forces

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. Learn the products Find leads Follow up on leads Help People Establish relationships and credibility

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Best Practices in World Class Sales Forces

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  1. Best Practices in World Class Sales Forces Kenneth Ferree Vice President of Sales Ophir-Spiricon

  2. Sales Person:  a person employed to represent a business and to sell its merchandise

  3. Learn the products Find leads Follow up on leads Help People Establish relationships and credibility Provide solutions Have fun Sales Persons’ Real Responsibilities

  4. Lead Generation Paths

  5. Sales Process of Getting Leads • Website • Database • Trade Journals (Electronic Versions) • Google Alerts • Ezine (Your Electronic Newsletter) • Linkedin • Facebook • Twitter • You Tube

  6. Database Management

  7. What do you put in a database? • 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

  8. Electronic Journals Know the trade journals in the their field.

  9. Google Alerts www.google.com/alerts

  10. Google Alerts Research potential clients in your geographical area.

  11. Google Adwords PPC and Analytics

  12. Google Analytics

  13. Map Overlay

  14. Website Map Overlay

  15. Ezine: Epulse from Ophir-Spiricon

  16. Ezine difference

  17. Most Business oriented social media

  18. Source: thenmention.me/blog/twitter-demographics/

  19. Traffic • 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

  20. 2D Data Matrix QR Code Microsoft Tag

  21. What Can Be Done With 2D Data Matrix Codes?

  22. The Importance of Social Media on Business • 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

  23. What does Lean mean to a sales person? • Continuous improvement • Knowledge • Salesmanship • Competitive knowledge • Solution oriented • Customer Centric • Believe in the following • Company • Product • Best solution (ROI for the customer) • Become the expert in your industry • Yourself

  24. The Company’s Responsibility • 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!

  25. 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.

  26. 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.

  27. Free Advertising • Where else can you get exposure to millions of potential customers for free? • Linkedin • Facebook • Twitter • YouTube

  28. 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.

  29. 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!

  30. 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!

  31. 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.

  32. 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…)

  33. Information Sharing • 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)

  34. 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!

  35. 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!

  36. Publicity • Trade Shows • Webinars • Social Presence • Trade Journals • Press Releases

  37. Useful Web Links • 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)

  38. “People don’t like to be sold, but they love to buy.” Jeffrey Gitomer

  39. Honesty and Integrity No matter what the situation, never make up an answer!

  40. Contact Information Kenneth Ferree Vice President of Sales Ophir-Spiricon LLC Kenneth.Ferree@US.Ophiropt.com 435-881-3077

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