aiesec uk 2013.14 creating a sales strategy for it
Post on 22-Oct-2014
538 views
DESCRIPTION
PPT explaining how to create a sales strategy for ITTRANSCRIPT
BECOMING A SALES GURU
CREATING A SALES STRATEGY
Developing a clear & smart sales strategy for focussed IT sales
D!eams & 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 (Nottingham’s 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. Warwick’s 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
Example
IT 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
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
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
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!
resell and referral
Tuesday, 10 September 13
it prospecting challenge!
Tuesday, 10 September 13
it prospecting challenge!
4 weeks
Tuesday, 10 September 13
it prospecting challenge!
700 prospected
4 weeks
Tuesday, 10 September 13
500 contacted
it prospecting challenge!
700 prospected
4 weeks
Tuesday, 10 September 13
500 contacted
it prospecting challenge!
700 prospected
4 weeks 50 meetings
Tuesday, 10 September 13
10 raises 500 contacted
it prospecting challenge!
700 prospected
4 weeks 50 meetings
Tuesday, 10 September 13
questions and answers
Tuesday, 10 September 13