Sales Assembly Line

the sales assembly line

Pathfinder Development

The benefit ofThe “Sales Assembly Line” is incremental improvement

Define each step

Measure each step

Improve each step

Repeat

Example ofThe DIRECT “Sales Assembly Line”

Offer development

Resource planning

Market definition/planning

Pricing

Sales quota expectations

Competitive positioning

Value statement

Marketing materials

Marketing Procedures

Project & Ongoing Marketing effort

Sales training/education

Non-Sales training/education

Customer Relationship Management

Services

Prospect lists

Prospect messaging Prospect contact

Prospect messaging

Presentation materials

Sales funnel management

Contracts/Order placement

Back-end order processes

CRM Updating

Billing & Invoicing

Scheduling and/or shipping

I’ve run out of space and the customer doesn’t even have product/service

The CHANNEL and WEB “Sales Assembly Line” only adds to the complexity

Offer development

Resource planning

Market definition/planning

Pricing

Sales quota expectations

Competitive positioning Value statement

Value to partner

Marketing materials

Partner Materials

Web planning…

Web development

Marketing Procedures

Project & Ongoing Marketing effort

Online marketing

Traffic studies

Data collection and evaluation

Sales training/educationNon-Sales

training/education

Customer Relationship Management Services

Prospect lists

Prospect messaging

Prospect contact

Prospect messaging Presentation materials

Partner recruiting

Partner Training

Sales funnel management

Partner Management

Contracts/Order placement Back-end order processes

CRM Updating

Billing & Invoicing

Partner compensatio

n

Scheduling and/or shipping

I’ve run out of space and the

customer doesn’t even have

product/service

The “Sales Assembly Line”

Start at the beginning…

– include every touch point, or every point that could effect sales…

– develop a process that boosts the customer experience…

The first step in the line is the development of an interesting & compelling offer.

Offer development

A business plan for each product, service or offering including how we will be able to deliver such.

Resource planning

This step includes research into who the appropriate market might be and planning how we will reach them.

Market definition

& planning

Planning the pricing and understanding the internal costs. Additionally, research into competitive pricing.

Pricing

Planning on how much can be sold in comparison to how offering can be delivered. Developing a measurable quota for sales.

Sales quota expectations

Research into competition. Developing a compelling approach to highlight pros while reducing cons.

Competitive positioning

Developing a compelling value statement beginning with getting a prospects attention right on thru presentation.

Value statement

Design and develop eye catching and compelling marketing materials and copy.

Marketing materials

Develop an effective, sustainable and affordable procedure to introduce offering into the market.

Marketing Procedures

Get the marketing ball rolling. Ensure that this effort continues as planned.

Project & Ongoing

Marketing effort

Develop a training process including materials for sales people. This could include a “Train the Trainer” program.

Sales training & education

Non-sales people also interact with clients and prospects. This will include an abridged version of the sales training program for every employee in the company.

Non-Sales training & education

This may include an online or packaged product. This may also include a home-grown application.

Customer Relationship Management

Services

Finding and or creating a comprehensive prospect list, and then managing this list to utmost value.

Prospect lists

Creating a compelling message to attract the largest swath of prospects and clients.

Prospect messaging

Develop a repeatable suite of methods to contact desirable and qualified prospects. This step is designed to secure a presentation.

Prospect contact

Develop a suite of presentation materials that will guide the prospect to the inescapable conclusion that they need to make a buying decision. (No; Yes, but not now or yes)

Presentation materials

Develop a set of management protocols to effectively manage the sales funnel. This step is designed to triage sales to give attention where needed.

Sales funnel management

This step maximizes customer satisfaction and drives additional sales.

Billing & Invoicing

Creating a smooth process to ensure customer satisfaction and further build value for the client.

Contracts & Order

placement

Develop an internal process that ensures a smooth and satisfying experience for the client.

Back-end order

processes

Get as much detail into customer record to maximize customer satisfaction and future sales opportunities.

CRM Updating

Ensuring a high degree of customer satisfaction and over delivering on promises made.

Scheduling and/or

shipping

Your “Sales Assembly Line” needs to be aligned at each point to focus solely on the prospect or client.

Every touch with prospects, clients,

clients records, client product or service or

any where in the market

Sales spectrum

Three avenues for any sales effort

Channel, Indirect, partners

Web/OnlineDirect Sales

Alone or together

Web/Online Sales

Direct Sales

Channel Sales

Common threads

Channel Management

Value Definition

Program Development

Process Development

Marketing Plan

Marketing Materials

Program Management

Opportunity Management

Web/Online Management

Value Definition

Program Development

Process Development

Marketing Plan

Marketing Materials

Program Management

Opportunity Management

Direct Sales Management

Value Definition

Program Development

Process Development

Marketing Plan

Marketing Materials

Program Management

Opportunity Management

Results for our client

Our proven methods don’t involve any mystery or hoakey schemes. They are based on simple tasks that offer a measurable outcome.

Our compensation is based on the results that we deliver.

Action

A relationship with Pathfinder Development will open the door to a repeatable method that can scale to massive proportions.

We make things as simple as possible (but no simpler).

Our focus on sales results shows you that we take a long term approach – Your sales make us money.

We build a real, scalable program around your product or service.

We bring the tools, materials, relationships and experience; you bring the product/service and desire to grow.

A complete sales solution – A suite of sales programs

What can Pathfinder Development do for you?

Ala Carte or packaged solutions

You focus on your offering – let Pathfinder Development focus on your sales

Performance based sales solutions

Pathfinder Development does all of this for you. We will even hire, train and manage a team of highly skilled and extremely well equipped sales people, channel development people and telemarketing people.

Contact

440.740.0480

or

888.229.3782

js1@pathfinderdevelopment.com

www.pathfinderdevelopment.com