Have you implemented an appropriate sales process for your product?
Do you have a method for qualifying leads?
How can your marketing help your sales people close deals faster and more frequently?
Do you understand the buyer's process in your target market?
Do you have the right people and approach to sell your product?
Managing Sales Opportunities and Customer Relationships to Maximize Revenue
This seminar helps technology companies to better integrate sales teams with marketing teams. Starting with implementing a sales process, this seminar discusses marketing's role in each step of the sales process. Key concepts include "sales-ready" leads, "nurture" campaigns, pipeline management, and qualification criteria. Some key methods discussed include mapping buyer influences, providing sales support and building customer reference programs. This seminar uses concepts lectures, case examples, and interactive discussion to help participants to make specific Go-to-market plans based on implementing these integrated sales and marketing methods.
Audience
This seminar is designed for company executives responsible for sales, marketing and communications in start-ups or growth companies.
You Will Learn
- ways of designing the right sales process
- key elements in effective sales presentations
- methods for qualifying customers
- methods for supporting the sales person through effective marketing materials
- sales forecasting techniques
You Will Leave With
- ideas on engaging prospects with the right materials
- checklists for qualification
- hints and tips on building better relationships with your customers
- examples of sales pipeline models
- notes and exercises on effective sales management
