Promo wkshp Downes

Information about Promo wkshp Downes

Published on March 13, 2008

Author: Arkwright26

Source: authorstream.com

Content

Murray Downes Associated Logic Limited:  Murray Downes Associated Logic Limited Strategic Software Sales Western Europe and North America Overview:  Overview Channels Direct Sales Mass Market Techniques Capacity Planning Travel Practical issues Channel Operations :  Channel Operations Distributors and Resellers Finding a partner Making markets Managing your channel Exclusivity and Channel Conflict Supporting your channel Direct Sales 1 :  Direct Sales 1 Targeting your markets Buying lists - List Maintenance.… Focus… Recognise your limits... Lead Generation Finders Referrals Margins Direct Sales 2:  Direct Sales 2 Making contact Qualifying Opportunities Qualification process Developing Qualified Opportunities Being there - reality is you need a mix… physical visits and remote contacts Managing the sales force Languages and some other differences... Mass Market Techniques :  Mass Market Techniques Catalogue Operations Call Centres Internet sales Appropriate for your target market Primary or Supplementary Media issues :  Media issues Television Radio and Print media advertising Appropriate? Results Capacity Planning :  Capacity Planning Headcount Sales resources Pre-sales support Territory planning Geography, Vertical Markets, Geographic realities Human realities Focus Practical Issues:  Practical Issues Planning an overseas sales visit Flights, Sector Fares, Business v Economy Flights from hell - and others Telephones - costs, constraints, hints… Remote Internet access - I-Pass Taxis and rental cars… Public transport Landed… what now? Practical Issues 2:  Practical Issues 2 Pre-Planning - Organise yourself Make up a visit folder Contact details…. (example) Maps… Hotels…. Prospect sites... Make hard copies of key items Calender - hour by hour (example) Formal Presentations - warning Memorise a (talk) framework - company, problem, solution, client base, next move... Practical Issues 3 :  Practical Issues 3 Some things you should have already covered… Draft contracts - for resellers and/or end users Intellectual Property issues Reseller and end user payment terms Presentations and samples Fallbacks During the visit...:  During the visit... Get their business cards - give out your own cards Write up each day while the facts are still fresh Get action items under action there and then and then by eMail back home Confirm to the prospect by eMail you did what you said you would do During and after the visit:  During and after the visit Have a tentative next visit date (late October, mid-November). Don’t be too specific Be prepared for long sales cycles Champions, project teams, evaluations, budgets, decisions….. Stay in touch, maintain your contacts… Summary… Q&A

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