TalChem Marketing, Inc.Sales & Business Development

Tom Lane Office: 724-329-4252

Mobile: 281-660-8005

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The first step in our cooperation is to develop a strategy. This strategy will build on the strengths of your company and the requirements of the North America customers. If the strategy is correct you will move from the marketing stage to sales execution.

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Sales Preparation (strategy)

Determine your reason for Existence

Access your market opportunities

Preform a market analysis / positioning

Preform a competitive analysis / positioning

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How do you position your company in the North America marketplace?

• Differentiation (We determine your position and values in the strategy)

• Price( We determine the DDP pricing to customers and then analyze the ex-producer –origination pricing)

• Capabilities(Logistics, Credit Terms, Quality and Product Literature)

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The Sales Funnel

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How to Generate Sales

• Focus on the “Right Prospects”

• Prospecting

• Generate Interest

• Volume: Word of Mouth (Industry)

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Competitive Analysis & Positioning

Who is your competition?What are their strengths?

What are their weaknesses?

YouWhat are your strengths?

What are your weaknesses?

How are you different?What makes you special?

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Sales Process Deliverables

• Plan to touch as many clients as possible and let them know you exist

• The more “interested” prospects you can generate, the higher our chances to engage in sales opportnities

• The higher the sales engagements you participate in, the higher our chances of closing new customers

• The more sales we close $$$$$$

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Sales Process Deliverables

• The more times you work with customers, and deliver on customer satisfaction, the more new opportunities you generate

• Rule of Thumb

100 targets “should” generate 10 sales engagements

10 sales engagements should generate 2 sales

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Process Outline

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SummaryCustomer Deliverables

• Be accurate in establishing delivery expectations

• Tell them what you are going to do, do it, and tell them what you did

• Deliver 100% on expectations

• Successful delivery = REPEAT BUSINESS!!

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Thank you

Your Company

Talchem

$$$$$$

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