Designing your sales process - a course provided to SAP.io's portfolio companies
16
SAP.IO Sales Workshop BY JAN SAUER
Transcript of Designing your sales process - a course provided to SAP.io's portfolio companies
SAP.IO Sales WorkshopBY JAN SAUER
Agenda
1. Intro, warm-up and expectations
2. Today vs Tomorrow + your current sales process
3. Mapping your customers buying process
4. Your ideal customer profile
5. Designing your sales process
6. Discussion and wrap-up
Intros, warm-up and expectations
Today vs. Tomorrow?
August 3, 2017 Goal: December 31, 2017
Goal: December 31, 2018
Total revenue YTD
Total customers served YTD
Total active customers today
Win rate ratio: From Prospect to Customer (ex. 20 calls = 1 customer)
Time to close, from 1st outreach
Average deal size YTD
Customer Lifetime Value estimated
Customer acquisition cost
Your current sales process?
• Describe it
• What works?
• What does not work/issues?
Mapping your customers buying process
Your customers buying processStage and Activities
Not in the market
Problemawareness
Solutiondefinition and info search
1st Solutionsevaluation
Deep evaluation, recommendation,purchase
Post-purchaseevaluation
Key events
Problems and consequences
Key buyer actions Tracktrends and tech
Realizes pain and impact, worth solving?, looks for quick solutions
Involvesstakeholders, defines solution requirements, drafts biz case
Explores, narrows, trials, confirms feature + full solution fit, stakeholders
Stakeholder consensus, biz case, Reference check, biz terms
Submits OK topay
Buyer questions
What and where she gathers info and congregates
Phase Exit Criteria
Ideas for your sales process
Your ideal customer profile
Your ideal customer profile -
Company
Your ideal customer profile -
Individual
Designing your sales process
Your sales processSuspect Prospect Qualify
(BANT)Fulfil + Negotiate Win (or lost) Post-sales
delight
Outcome Gross list of potential customers
Company level qualification
Qualificationon individual and deal level
Value proposition presented to decision makers including economic buyer. Sales person have a full understanding of all expectations, budget is confirmed, Signed contract, PO provided
$ in bank + delivery scheduled / find out why we lost
Repeat business, referral, additional business
Key-activities
Sales and marketing tools
Match to customer buying process
Your sales processSuspect Prospect Qualify
(BANT)Fulfil + Negotiate Win (or lost) Post-sales
delight
Outcome Gross list of potential customers
Company level qualification
Qualificationon individual and deal level
Value proposition presented to decision makers including economic buyer. Sales person have a full understanding of all expectations, budget is confirmed, Signed contract, PO provided
$ in bank + delivery scheduled / find out why we lost
Repeat business, referral, additional business
Key-activities
Sales and marketing tools
Match to customer buying process
Discussion and wrap-up
Appendix
Tools and tips
Tools and tips
