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Name of the organization: Connecting Dots Technology Systems Pvt Ltd

Designation: CEO and Founder

Company Overview:

Connecting Dots is a Full Service Ecommerce and We DevelopmentCompany! These are also one o" the #agento Partners and have done someawesome wor$ on e%Commerce gloally!

 The strength o" the company lies in conceptuali&ation and innovativesolutions to comple' needs!

(t has vast e'perience o" developing comple' scalale e%Commerce portals)#ar$et places) *+* stores) stores with deep customi&ations and ac$ endE,P integrations!

•  The company wor$s in a *+* mar$et scenario and its main clients include:

•  The *eirre Clu -*angalore) (ndia.

• Christy Towels) Part o" Welspun /roup -London) 01.

• Win Shape -2tlanta) 0S.

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Prospecting

 The prospective list is "ormed "rom personal contacts and the (3C 455list in which the company has the annual revenue ranging "rom -64 %

6+5. million!

 These companies includes mostly we%development companies) e%commerce wesites and start%ups "rom (ndia) 0!1! and 0!S!

Pre-approach The prospective customers are then contacted usually y the "ollowingmethods:

• Cold calls: Depending upon the si&e o" the organi&ation and theindustry o" the potential customer cold calls are done y di7erent

person! (" the organi&ation is very ig then the CEO himsel" does thecold call otherwise someone who has etter $nowledge aout theprospect8s industry or the re9uired sector where the prolem lies -"ore!g! related to we development) e%commerce portals) consultingetc!.!

•

Statistics and Survey Results: For the companies see$ing digitalmar$eting various survey results and statistics are provided to the

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• Website referrals: ,e"errals are great ecause you don8t have towor$ so hard or spend so much to ma$e the sale! The new prospectcomes ready%primed $nowing that you do a good ;o and aretrustworthy! The est usiness usually comes "rom the e'istingclients who have mentioned company8s name or passed on detailsto their "riends or colleagues ecause they are happy with theservice!

Call planning

 The call planning is done on the asis o" pre%approach done and are"ocused on the discussions happened at that time! The call plan istrans"ormed into a meeting agenda that is shared with the customer! The advantage o" sharing an agenda is that the customer $nows theinitial outline o" the meeting "rom your perspective) and they can add

to it < minimi&ing surprises during the meeting!

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Presentation Styles

  The sales presentation is mostly done y the CEO itsel" unless a particular

prolem in any technical area is supposed to e addressed!

1 Problem Solving Presentation: This is a two%step presentation method! The =rst stage is to study the individual prospect8s needs and the second issuggesting a proposition! Thus helping the prospect to solve the prolem!

 The CEO as$s the prospect aout the re9uirements and accordingly) he

proposes a speci=c policy) its advantages and ene=ts! Similar methods arealso used in we development and management consultancy assignmentsrelating to all "unctions or customi&ed products!

! Planned presentation: (n this method) the training and technicaldepartment provides a "ormat and the CEO then writes e'planations)descriptions and illustrations! The advantage o" this presentation method isthat it appears more conversational and less "ormal) as the CEO is using hisown wordings!2s a result) in this presentation method the prospect also gets involved andhis douts and 9uestions can e care"ully handled!

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"b#ection $andling#ost o" the o;ections are related to:>! Services

+! Time comple'ities?! *ene=ts@! Price

"b#ection $andling %ethods:4! Pre%empting: Aandle them e"ore they happen!

B! ,e%"raming: Change their cognitive "rame!! L22,C: Listen) 2c$nowledge) 2ssess) ,espond) Con=rm! 

Closing the Sale/etting customer8s approval on the written proposal containing theterms and conditions and udget is the primary techni9ue used "orclosing the sales call! 

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Name of "rganisation: Social Seety

Designation: Social #edia Operations Aead

Company Overview:

Social Seety is a #umai ased digital organi&ation which speciali&esin providing social media solutions "or rands! Enhancing consumere'perience on digital medium is their $ey "ocus!

 Their core e'pertise lies in Social #edia #ar$eting) Wesites)2pplications) Twitter Campaigns and 2dvertisement!Some o" their $ey clients are :>! PepsiCo+! Future /roup

?! Lo$mat@! ,adio #irchi4! *omay Aigh etc!

Within + years o" time "rame they had done more than 5campaigns!

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Prospecting

2 customers list is "ormed y the personal contacts and the topcorporates in (ndia and especially those whose head9uarters islocated in #umai who re9uire Social #edia #ar$eting or2dvertisement related solutions! These are the suspect list!

 These suspects are converted into prospects using the "ollowingFDs whose actual limit depends upon the sector in which thesuspect is operating) e'ternal "actors and varies "rom client toclient and is maintained con=dential to the company:>! ,evenue

+! #ar$et Si&e?! Pro=taility@! Past Transactions or ,elations

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Pre-approach

 Cold calls: Clients servicing team ma$es cold calls to the rands whichare the prospective customers and need an agency "or advertising andDigital #ar$eting!

Call planning

 The Clients servicing team and the sales team ased on customer8spro=le prepared during the pre%approach stage prepares o;ectives "orwhat discussions to e carried out with the prospect "or sales! They give them a rie" pro=le and then send them a power pointpresentation slides o" the company which has the "ollowing things:>! The company8s case studies and success stories!+! Aow can they e ene=ted!?! The 0SP which other companies cant give and their core

competencies!

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Presentation Style

Once they get a pitch) the social media or any concerned team alongwith the creative team rainstorm on ideas "or the rand ased ontheir re9uirement and then the presentation given to the customersare as discussed elow:

>! Customi&ed Presentation: (" the rand agrees then they give thema sales pitch power point presentation with the ideas "or theirrand) how they will carry out it and the time "rame re9uired "orthe pro;ect! Sometimes they also use aids li$e charts) video =lms)prototypes etc! to gain the attention or e'plain or demonstratediGcult concepts!

+! Organi&ed presentations: This presentation is done to gain trustand relationship o" the customer during "ollow%up i" the customersee$s more time "or the deal! This involves customi&edconversations depending the need and re9uirement o" thecustomer!

 

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"b#ection $andling#ost o" the o;ections are related to:>! *udget ase+! 2wareness

?! Launch plans@! Conversion rate4! *rand uilding

"b#ection $andling %ethods:

B! 2P2C: 2c$nowledgeH ProeH 2nswerH Close! L22,C: Listen) 2c$nowledge) 2ssess) ,espond) Con=rm!! L2(,: Listen) 2c$nowledge) (denti"y o;ection) ,everse it!I! Pre%empting: Aandle them e"ore they happen! 

Closing the Sale(" the customer li$es the proposal then a contract is "ormed on theasis o" time duration vi&! > month J ? monthsJ B months J a year orsometimes ased on a pro;ect and thus the sales call is closed!