Business AcceleratorBy

SalesMate Solutions

By : Srinivas SathyaDate : July 2016

Building Accountable sales Value Chain

Process…..BUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Process…..BUILDING ACCOUNTABLE SALES VALUE CHAIN ....

The service offerings are classified into modules as below

Discovery & Recommendations

Process Implementations & Monitoring

Coaching

Lead Generation, Nurturing & Closure

Account Management & Consultation

Process & ModulesBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Analysis of Current Situation Services – Understanding why they do what they do and Analyze the service offerings of the client. Industry – Analyze the focus industry domains and reasons for choosing the same. Segment Market – Understand and analyze which segment of the focused domains would be sweet spots. Current Standings – what are your current number of clients, their segmentation and revenues achieved. What do you want to achieve? – In terms of new domains, clients and revenues. Budgets for the activity – What are the kinds of budgets allocated for the activity?

Recommendations Prioritization of Services Industry Verticals to be focused Recommendations on Market Segmentation

Deliverables A comprehensive document with currents trends, market capture, expenditure forecast for the recommended services, industry domains and market

segments.

Discovery & RecommendationsBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Process Set-Up Market Research – Methodologies and tools to gather market intel and company specific information such as revenues, contact names, designations

etc.. Inside Sales Process – CRM implementation, database segmentation and management, pitch making methods, mapping of services to LoB, smart

calling, maximum reach out mechanism Lead Generation Process – Smart Calling, E-Mail campaigns and management, Referral Marketing, Appointment setting, Interest generation and

capture, lead hand-off Defining of KRA`s and KPI`s – Clear definitions of KRA`s and KPI`s of the sales executives Devising incentive plans

Monitoring Defining of weekly/Monthly reviews, daily/Weekly/monthly reports, tracking of targets Vs. achievements.

Deliverables A comprehensive guide book with clear instructions and steps involved in each of the process, clear definitions of KRA`s and KPI`s and report

formats for measuring.

Process Implementation & MonitoringBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Sales Coaching

Inside Sales Methodologies – Coaching on Mapping of Services to LoB, Account mapping, Pitch making, Smart calling, prospect engagement and nurturing, Referral Marketing methodologies.

Services Coaching – Coaching on clients service offerings and presenting the same.

Domain Training – Coaching on the focus domains, their trends, the needs of those domains and mapping of services to those needs.

Expectation Settings – Explaining the KRA`s and KPI`s of the sales executives and setting expectations for achievable.

Deliverables

A comprehensive Inside Sales Docket and Referral Marketing Manual

CoachingBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Lead Generation Campaign Management – List generation, contact mining, CRM configuration for campaigns, monitoring of responses and segregation responses. Smart Calling – process of calling the prospects with higher level of information like targeted individual pitches, knowledge about job profile, writes in blogs,

forums etc Referral Network – Process of generating leads and opportunities with reference network.

Nurturing & Opportunity Identification Understanding Prospects Needs – Clear understanding and documentation of what the prospects needs and through conference calls and exchange of

information. Supporting with relevant documents, case studies, industry trends and analysis etc… Confidence Building – sending of documents to showcase expertise which helps prospects to understand and analyze our offerings better. This is also supported

with webEx and conference calls. Opportunity Unearthing – To try and get answers for

Are we speaking to signoff authority Time Lines Project Specifics Budgeted efforts? and budget range

High level Specs – Try to obtain high level project scope documents or technical specs documents

Lead Generation, Nurturing & ClosureBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Negotiations & Closure

Proposal building & Submission – Building of the proposal with the help of the tech team once the estimates are received and submitting the same to the prospect.

Pricing Negotiations

Contract Handling – Drafting of contracts with all terms and conditions, milestones and deliverables to match either parties expectations and getting it signed off by either parties.

Project Initiation call – facilitating the project kick off call between the client and the technical teams to introduce the respective PoC`s on both ends for smooth transition of the project

Deliverables Weekly reports with details of leads generated, leads to opportunity conversion, movement through various stages of opportunities and

proposals submitted and tracking.

Lead Generation, Nurturing & Closure (Cont`d)BUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Account Management Relationship Building – Maintaining regular scheduled calls with the clients apart from the technical team for better communications and matching

expectations.

Farming the accounts – Deep dive into the account to mine details of various departments, their heads and possible opportunities.

Repeat Business – As a result of account farming newer opportunities from different business units would result in repeat business from the same account.

Consulting Identification of individuals to step-up to next level

Continuous monitoring of the entire process for sustained results.

Targets Vs. Actuals gap analysis and corrective action.

Recommendations for expansion to newer industry domains, geographies and services.

Deliverables Exploring for repeat business through account farming and management

Comprehensive reporting for consultation

Account Management & ConsultationBUILDING ACCOUNTABLE SALES VALUE CHAIN ....

LeadsL1 – Interested in services but has needs only after 2 monthsL2 – Interested in services and has needs with in 1-2 monthsL3 – Interested in services and has immediate needs

Lead – Detailed explanation of our services and identifying the exact areas of service line interested in

Opportunity – The following questions has to be answered to define an opportunityDecision maker? Yes or NoSpecifics of the opportunityTime lines – Start date and go live dateBudgets

Some Definitions …..BUILDING ACCOUNTABLE SALES VALUE CHAIN ....

Srinivas Sathya

Mob : +91 988-630-0557E-Mail : sathya@salesmatesoln.net Vasu.sathya@gmail.comWeb : www.salesmatesoln.net

Contact ...

Thank You