Presentation Transcript

1. Best Practices with the Sales Process

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2. Best Practices with the Sales Process Agenda Welcome Short Presentation Interactive Discussion Wrap-up
3. Best Practices with the Sales Process Your Speakers Abraham Urasma - urasmaaj@bv.com Black & Veatch Corporation Business Manager Pierre Hulsebus - PierreH@ehtc.com EHTC Technology Solutions CRM Practice Manager
4. Best Practices with the Sales Process The Promise of CRM Customer Relationship Management is the business philosophy that lets you know your customers, prospects and partners better, share information more thoroughly, and interact more completely. This is achieved by creating a system that integrates People, Process, and CRM Technology.
5. Best Practices with the Sales Process Benefits of a Standardized Best Practices Sales Process: Increases the sales team effectiveness by matching business processes to customer’s decision making processes. Improves the frequency and constancy of customer and prospect communications/contacts. Reduces the time to ramp up and train new team members. Benefits of the Development of People Skills: Gives them a clear understanding of the importance of CRM to their strategic business initiatives Defines the strategies that will help them better manage customer, prospect and partner relationships. Benefits of CRM Technology: Ownership and a 360-degree view of customer, prospect and partner data will create a priceless corporate asset.
6. Best Practices with the Sales Process A sales process, also known as a sales tunnel or a sales funnel is a systematic approach to selling a product or service. Reasons for having a well thought-out sales process include seller and buyer risk management, standardized customer interaction in sales, and scalable revenue generation. A major advantage of approaching the subject of sales from a "process point of view" is that it offers a host of well-tested design and improvement tools from other successful disciplines and process oriented industries
7. Best Practices with the Sales Process Sales Stages – Used to clearly define the sales process – workflows used Specific steps or stages in a sales process vary from company to company but generally include the following elements: Stage 1 – Identification Stage 2 – Familiarizations Stage 3 – Qualify Stage 4 – Proposal Stage 5 – Clarify Stage 6 – Negotiate Stage 7 - Award
8. Best Practices with the Sales Process Miller Heiman® Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. Sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer's organization. Creating/Managing Opportunities Managing Relationships Center Around Customer/Clients
9. Best Practices with the Sales Process Wrap-Up Thanks for joining us! Fill out session evaluations (CRMUG.com) Submit your Town Hall questions Connect at: The Connections Café On Twitter (#CRMUG) On the Live Blog (CRMUG.com)