aiesec uk 2013.14 creating a sales strategy for it

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PPT explaining how to create a sales strategy for IT

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BECOMING A SALES GURU

CREATING A SALES STRATEGY

Developing a clear & smart sales strategy for focussed IT sales

Dreams & Action

POWERED BY FUN

Tuesday, 10 September 13

Agenda run through

- Icx strategy this year- Why do we need focussed sales?- Why IT?- What is a focussed sales strategy - A framework for IT- prospecting - The it prospecting challenge!- questions

30 mins

Tuesday, 10 September 13

ICX strategy 2013.14

Tuesday, 10 September 13

ICX strategy 2013.14

IT product development

Tuesday, 10 September 13

ICX strategy 2013.14

IT product development

Talent capacity

Tuesday, 10 September 13

ICX strategy 2013.14

IT product development

Customer loyalty

Talent capacity

Tuesday, 10 September 13

purpose of a sales strategy

Tuesday, 10 September 13

purpose of a sales strategy

Clear product and

value proposition

Tuesday, 10 September 13

purpose of a sales strategy

Clear product and

value proposition

+

Tuesday, 10 September 13

purpose of a sales strategy

Clear product and

value proposition

smart prospecting and sales

+

Tuesday, 10 September 13

purpose of a sales strategy

Clear product and

value proposition

smart prospecting and sales

+ =

Tuesday, 10 September 13

purpose of a sales strategy

Clear product and

value proposition

smart prospecting and sales

+ =higher

success rate in sales

Tuesday, 10 September 13

Why IT?

- Demand > supply = need- larger talent pool- project basis and flexibility- young professionals, fast moving and dynamic

Why iT?

Tuesday, 10 September 13

what is a sales strategy?

Tuesday, 10 September 13

Sales strategy in more detail

1. Market Segmentation

Which industry am I going to focus on and what are the

needs of this industry?

e.g IT industry or non-IT industries.

2. Company Need

What are the speci!c needs of our customers?

e.g which department or what kind of

project do they need talent for?

3. Job Description

What is the speci!c needs of our

customers & what kind of role could

an intern !t into e.g web development & programming,

software dev, network and

database management

4. EP Requirement

What are the speci!c skills required by

the intern eg. SQL, C++, Javascript

5. Supply

Which countries

have these speci!c skills

e.g. Colombia,

India, Poland

Tuesday, 10 September 13

1. Market Segmentation

sales strategy for itAre you focussing on IT companies or non-IT companies?Which is the most relevant market segment for your LC?

IT sector

IT solutions/ consultancy e.g Breeze IT (Nottinghams partner, Tata Consultancy Services (Global Exchange Partner). Web application/ services development Mobile application development

Non-IT sector

Other sectors also need IT talent:Marketing companies University institutions (e.g IT and marketing departments)Engineering companies Manufacturing companies (e.g Haybrooke Associates Ltd. Warwicks partner)

SMEs

Tuesday, 10 September 13

sales strategy for it

2. Company NeedWhat are the speci!c needs of our customers?

Which department or what kind of project are they in need of talent for?

Technical support

Software development

and programming

Two main needs of companies and the job description can be more defined depending on the specific job description.

Projects needs!

Tuesday, 10 September 13

his

sales strategy for it

3. Job Description We need to understand what the specific role would be.

4. EP Requirement

What are the specific backgrounds and skills required by the intern eg. Data base management, SQL, C++,

Javascript

5. SupplyWhich countries have EPs with these specific

backgrounds and skills?

IT Sub products = Supply + Demand

Tuesday, 10 September 13

Market segment

ExampleIT and mobile applications

Company need software development and programming

job description

Ep requirement

supply

development of a new mobile app - design, build, test APPs

Mobile applications, mobile technology, software dev and programming and SQL, CSS etc..

Brazil, colombia, india, tunisia, poland, Mainland of china

Tuesday, 10 September 13

Prospecting for it

understand the product - demand and

supply

be savvy in how we contact

companies and who we contact

be more intensive in our follow

up

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Needs

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

recheck needs

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

]

recruitment websites

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

]meet up groups

]

recruitment websites

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

LinkedIn

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

]meet up groups

]

recruitment websites

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact

LinkedIn

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

]Calls ]

meet up groups

]

recruitment websites

Tuesday, 10 September 13

Prospecting for it

be savvy in how we contact

companies and who we contact Tech hubs and

incubator

LinkedIn

Who are you

targeting?

Choose one or two focus markets

Which companies are you are contacting and who are

you going to approach

Needs

tailor your approach!

recheck needs

]Calls ]

meet up groups

]

recruitment websites

Tuesday, 10 September 13

Tuesday, 10 September 13

be more intensive in

our follow up

Tuesday, 10 September 13

be more intensive in

our follow up

effective use of podio

Tuesday, 10 September 13

be more intensive in

our follow up

effective use of podio

ensure that we follow

up!

Tuesday, 10 September 13

be more intensive in

our follow up

effective use of podio

ensure that we follow

up!

objection handling!

Tuesday, 10 September 13

be more intensive in

our follow up

effective use of podio

ensure that we follow

up!

objection handling!