SALES STRATEGIES FOR DEVELOPING COUNTRIES

Víctor RicoSales Development, Latin America

@victorricog

BACKGROUND+ Graduated from Silicon Valley Business School

+ Joined Ooyala in February of 2011

+ First hire for Sales Development and recently promoted to Account Executive for Latin America

+ Generate a substantial amount of revenue

COMPLEX SALES CYCLE

PREPARE FOR SUCCESS

Political StrategyRelationship Strategy

Closing Strategy

SOURCE: The Complex Sales

SOURCE: The Mediocre Fight

CONSULTATIVE SELLING APPROACH

•Learn to Discover Pains

•Link their Solutions

•Present a Proposal

•To meet the costumer needs with a good ROI

COSTUMER DECISION JOURNEY

SOURCE: McKinsey & Company

PROVOCATIVE SELLING

SOURCE: Harvard Business Review

PREFERENCE

Build Rapport

Establish Control of an

Opportunity

Anticipate a competitor’s strategy

Identify powerful influencers

EMAILING VS CALLING

BEFORE PICKING UP THAT PHONE

• Do You Know the NAME/TITLE of the Person You are Calling?

• Do You Know the TOP Reasons Why Past Clients Have Bought

from Your Company?

• What is Your Objective of the FIRST TIME CALL?

SELLING AT C-LEVEL EXECUTIVES

• How can we gain access to the chief executives (C-level)?

• What is our point of entry to this account?

• What do we when we get there?

• How do we get back?

A + B + C

SOURCE: Glengarry Glen Rose

MOTIVATION

Miss Some, Make Some

ARTSCIENCE

@victorricogvictorricogtz@gmail.com