Sales Cycle and Sales Roles - Tradecraft

January 22nd, 2014

The Land of SalesCycle & Roles

1/24/14

WRITTEN

Table of Contents

Audience AwarenessPersonal Presentation

Body Language

Sales Cycle - Carlos

Overview

Sales Roles - Amanda

Recap

Q & A

Appendix

Speakers:

Amanda HoltSales & BD TrackTradecraft

Carlos CheungSales & BD TrackTradecraft

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Pre-Sale Post-Sale

Sales Cycle

Prospect Qualified Opportunity Close Implementation Service

Suspect

Pre-Sale Post-Sale

Sales Cycle

Everyone within your target market

Qualified Opportunity Close Implementation Service

Pre-Sale Post-Sale

Sales Cycle

People who take action to solve a problem that you can help resolve

Suspect

Prospect

Opportunity Close Implementation Service

Pre-Sale Post-Sale

Sales Cycle

Suspect Prospect

Qualified

The right person with the ability to pay

Qualified Close Implementation Service

Pre-Sale Post-Sale

Sales Cycle

Suspect Prospect

Opportunity

The right person who is ready to pay

Qualified Opportunity Implementation Service

Pre-Sale Post-Sale

Sales Cycle

Suspect Prospect

Close

The right person signed an agreement to purchase a product or service

Qualified Opportunity Close Service

Pre-Sale Post-Sale

Sales Cycle

Suspect Prospect

Implementation

Onboarding the customer with the product or service

Qualified Opportunity Implementation

Pre-Sale Post-Sale

Sales Cycle

Suspect Prospect

Service

Help customer achieve success with product or service

Close

Prospect Qualified Opportunity Close Implementation ServiceSuspect

Pre-Sale Post-Sale

Sales Cycle

Lead GenOutside Sales

Inside SalesOutside SalesAccount Exec

Channel

Account Exec Account ExecSales Engineers

Account ExecSales Engineers

Sales OpsCustomer Success

Account ExecSales Engineers

Account ManageCustomer Success

Account ExecEngagement

Account ManageCustomer Success

Roles

The Land of

Sales

Business Development

Lead Generation Customer

Success

Channel DevelopmentAccount Exec

Inside Sales

Sales Engineering/Operations

Outside Sales

Business Development

• Source partnerships, leverage channels• Understand the market

• No quotas

Suspect

Prospect

Qualified

Opportunity

Close

Implementation

Service

Lead Generation

• Interact with marketing• Process leads through qualifications

• Building lists, cold calling, email campaigns

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Outside Sales

• Prospecting companies for relationship • Sells products/services• Meet prospective buyers

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Inside Sales

• Qualifies leads• In-office – “remote sales”

• Handles inbound, outbound or both

Channel Development

• Sells to companies who then sell products (3rd party = channel)

• Ex. Apple selling iPhones to AT&T store

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Account Executive

• In-person demos, close deals• Manages the interests of buyers

• Inside and outside sales

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

Sales Engineering/Operations

• Design product solution• Streamline sales and product

• Tech knowledge

Customer Success

• Make sure the customer is happy, needs are met once sale is closed

• Measured by retention and growth of an account• Also known as engagement

SALES CYCLE: Close through Service

Prospect

Qualified

Opportunity

Close

Implementation

ServiceSuspect

…to

RECAPSales…

Thanks…amanda@tradecrafted.comcarlos@tradecrafted.com

@HiAmandaHolt@CarlosKCheung

References:1) Inbound Sales Network:

http://bit.ly/1dxhR4o

2) Sales Assessment: http://bit.ly/

1cXtDFb3) Predictable Revenue