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Entrepreneurial Toolbox Series: Power Selling and Building a Total Sales Culture

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Entrepreneurial Toolbox Series: Power Selling and Building a Total Sales Culture

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    2. Agenda What is a Sales Culture? Why is it important? How do you get started selling your product? The value of the Value Proposition Building Blocks of a Sales Organization What the Entrepreneur needs to know!

    3. A “Sales Culture” Who owns Sales? Everyone

    4. A “Sales Culture” In a Sales Culture “Everyone is in Sales.” Everyone owns the client Everyone collaborates The Virtual Team is your extended sales organization

    5. Why Build a Sales Culture? You have a choice – Stardom or mediocrity From the outset, everyone is engaged with clients and prospects When everyone sells and collaborates you expand your pipeline and your success Don’t “silo” your sales organization

    6. Getting Started Selling Your Product! What do you think is a major reason why products never get sold? No Value Proposition

    7. Value Proposition Products and You! It must be SHORT It must RESONATE It must CREATE more QUESTIONS It is always CHANGING

    8. Build Your Sales Team Start at the Top-the CEO is the CSO Empower the sales team to leverage all resources internally – “de-silo” Never stop training Create sustainable processes and goals Reward and Recognize

    9. Build Your Sales Team The Building Blocks! Create Accountability Create a credible and achievable sales plan “How” of achieving the sales goals Create achievable and challenging goals Numeric quota to exceed plan Create achievable metrics for success Create and measure sales activities

    10. Build Your Sales Team The Building Blocks! The All Important Activities of Sales “Filling and Flowing Your Pipeline” Creating Target Lists who will you sell to? Call and Meetings are we advancing the sales campaign after each step? Proposals and Contracts Closed Deals

    11. Build Your Sales Team The Building Blocks! Compensation is about Influencing and Rewarding Behavior “Pay for Performance” is the standard bearer Sell more; make more Favor a highly leveraged comp plan Less salary; higher variable comp Pay for exceeding the sales goals Consider MBO bonus for behavior objectives

    12. Sales and Marketing or Marketing and Sales? Sales and Marketing feed each other Both depend on an engaged client Both are vital to the Sales Culture!

    13. A Few More Sales “Tips” for the Entrepreneur Just because you “built it” does not mean “they will come” Great ideas fail because they do not meet a market need or create a market You must be able to create a vision and sell that vision! You must have passion and conviction

    14. Entrepreneurs NEED to SELL Themselves First Investors invest based on the people as well as the product Know your strengths and play to them Build a team to compliment and fill the gaps

    15. Questions, Answers and more Chat! www.toddcohen.com

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