bdmsummit 2017 - Любомир Бойчук "Ефективні продажі ІТ...
Post on 08-Feb-2017
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IT Sales — Teamwork
Lyubomyr BoychukVice President of Business Development
Infopulse
Sales call
Follow-up
Conversion
Sale
Leads
Connection
Timing
Obstacles
Persistence
Opportunity
Marketing•Awareness•Interest•Desire•Action
Sales•Awareness•Interest•Decision•Purchase
Sales Toolkit
MaterialsWeb Site,
Presentations, Leaflets
Leads channelsWeb site, social,
exhibitions, references, call center, etc.
ProductService
Descriptions, Trainings, Experts
Sales supportBid management, sales
operation services, intelligence
TargetW$, Budget,Fix Income
Bonus ModelRelative Bonus Model, Revenue
Sharing Model, KPI driven model, Combined model
LimitationsGeography, Product,
TCV, Ethics
Team work
Creativity
There is no waste shots
Make sure you hire right people
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