sales & marketing: life of a sale

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Sales & Marketing

Life of a Sale

Beth Blechermantechmamas.com @techmama

Ana Lydia Ochoa-Monaco

llbloggers.com@LatinaPRpro

Deb RoxPlatformunlimited.com @debontherocks

Teneshia Jackson Warner

egamiconsulting.com@teneshiajwarner

Wireless Network: Fairmont MeetingGroup name and Password are both:BlogHerPro


Five Stages of a Sales Cycle Glossary

1. Define and Understand your Product & Services

2. Leading Generation3. Executing the Sale4. Reporting/Promoting Results5. CRM/Ongoing Lead Generation



Five Stages of a Sales Cycle

Stage 1 Define & Understand your Product/ Services

Stage 4 Reporting Results

&Pitch/Quote/Negotiate

Stage 2 Lead Generation

Stage 3 Executing The Sale

Stage 5 CRM / Ongoing Customer Relationships



Five Stages of a Sale: Stage 1 – Define & Understand your Product & Services

1. Researcho Brand vs. Agencyo Who / What / Where / How?o Trends vs. needs

2. Self Analysiso Degree vs. Experienceo Give yourself credito Tout don't boasto Enlist your allieso What can you do?

3. Speak the lingoo Strategy vs. Tactic vs. Toolso Where do you fit in?

4. What are you selling?o Don't just focus on the obviouso Do you have the cherry on-top?o Upselling



What are you selling?

Product -- a distinct item or serviceCampaign -- a group of marketing products strategically implemented Project -- a series of activities with a defined beginning and end



Five Stages of a Sale: Stage 2 – Lead Generation Lead Generation is all about BUILDING THE PIPELINE of potential clients

•Understanding your Core Services = Understanding Your Core Target Audience

o Who are you selling to?o Where do you meet them? (i.e. - Industry Conferences, Networking

Events, Referrals Professional Associations)o What are the various channels you can leverage to meet them? (i.e.

social media) o Is there an ideal time for you to sell your core service?

•Converting a "Nice to Meet You" into "Nice To Doing Business With You"

o Listening with an "Always-On Opportunity Finding Ear"o The Art of Connecting the Dots ( i.e. needs = opportunities = can your

service meet the need?)

•Follow Through is Your RoadMap To Turn Leads into Businesso Create a Followup Plan of Actiono Making a 'Sale' Impression

•Understanding How to Prioritize Your Leads



• Assessing Your Lead Generation Strategy - What's the ROI?o What efforts are leading to leads? What's

the cost of outreach versus business value closed?

o Which conferences lead to new business or sale?

o What social media engagement led to a new business lead?

• WINNING Strategies Are FLEXIBLE Strategies o Analyzing the Results of Your Lead

Generation Strategy What's working? What's not working?

Adjust!o Learn. Adjust Accordingly. Move Forward.

Stage 2 – Lead Generation



Stage 2 – Pitch/Quote/Negotiate

“These are the new leads. These are the Glengarry leads. And to you

they're gold, and you don't get them. Why? Because to give them to you

would be throwing them away. They're for closers.”



Stage 2 - Pick The Perfect Pitch

1. Collaborative, evolved in meetings with client

2. Written and general, in a sales sheet

3. Written and specific, tailored to that prospect



Stage 2 - Negotiate

Collaborative Negotiations •allow for creative solutions•create real ROI, and the ROI that is needed•develop relationships

Collaborative negotiations lead to innovative products and "best practices" campaigns.



Five Stages of a Sale: Stage 3 - Executing the sale

Convert contract deliverables to Project requirements

To: Stage 4 - Reporting Results

Develop implementation plan (Create Project plan)

Implement Plan (Create Deliverables

Check-ins along the way (pay attention to customer satisfaction)



Five Stages of a Sale: Stage 3 Executing the sale

How to choose project mgmt tools (what are your needs)?•Time Management•Time and Expense•Collaboration•Workflow•Online, desktop or apps?•Content Creation and Capture•Reporting Results (Stage 4)**Start simple & upgrade as needed



Stage 3 - Executing the sale Project Management Tools:

• Basecamp• Asana, Celoxis, • Freshbooks• ProductEEV• ChiliProject (Open srce)• Intuit Quickbase• Orchastra• Podio, Flow,Orchastra

• iDoneThis• Microsoft Office -

365 (MS Project, SkyDrive)

• Evernote, DropBox, Box

• Google Docs (Google Drive)

• Sugar Sync



Stage 3 - Executing the sale Scheduling: Editorial Calenders :

• Doodle, Tungle • Outlook.com • Google Calender• Cozi

• WordPress Editorial Calendar Plugin

• HootSuite, TweetDeck• Online Calenders

Social Media/Curation:

• Blogs, Twitter, Facebook, Pinterest, Google+• Springpad (Notepads w/ Collaboration),

SkinnyScoop (lists), Pearltrees, Tumblr• Photo: Instagram, Photobucket • Video: YouTube



Stage 3 - Executing the sale Project Management Apps: Social Media Mgmt

• Todoist • Schedule Planner Pro• Trello• Clear• iXpenseIt

• HootSuite, TweetDeck

• Buffer• IFTTT • SkinnyScoop • Springpad • Instapaper• Google Reader



Five Stages of a Sale: Stage 4 Reporting/Promoting Your Results

Goals:1. Summarize your outcomes.2. Interpret your project's impact.3. Make recommendations for future partnerships or extended work.



Stage 4 Report Elements

4 W's and an H -- plus ROI

Quantitative + Qualitative =

Do the Math + Tell the Story



Five Stages of a Sale: Stage 4 Reporting Tools

•

• Hootsuite - WebTrends• TweetReach• Facebook Insights• Reachli• Majestic SEO

Google Analytics

Wireless Network: [TBD]Password (case sensitive, one word): lifewellsaid

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Contractual OutcomesMetrics/Impressions/New Followers

Screenshots / PhotographsLinks to Collateral

Links to Product MentionsPull QuotesComments

•Stage 4 Reporting:

•Tell the Story

•+

•Interpret the Impact

•+

•Lessons Learned/ Recommendations

•+

•Format that Works for Them



Five Stages of a Sale: Stage 5 - CRM / Ongoing Customer Relationships

•

• Maintain accurate history of conversations, product offerings, price points and other specifics.

• Prompt you to reconnect at important intervals.

Track your activity with contacts



Stage 5 - CRM Tools

• Excel • Access• Email Ticklers/

Newsletters (.i.e Constant Contact, Mail Chimp)

• Cloud Docs• Salesforce.com • Sugar CRM• Zoho CRM• Infusionsoft• Intuit QuickBase Many Project Management tools have CRM (i.e.

Microsoft Office 365 + Microsoft Dynamics CRM)



Example of CRM System: crm.zoho.com



Five Stages of a Sales Cycle

Stage 1 Define & Understand your Product/ Services

Stage 4 Reporting Results

&Pitch/Quote/Negotiate

Stage 2 Lead Generation

Stage 3 Executing The Sale Stage 5 CRM /

Ongoing Customer Relationships

Questions???

sales & marketing: life of a sale

Documents

o dont

experience o

tools o

agency o

obvious o

allies o

o trends

o upsellingwireless