PPT explaining how to create a sales strategy for IT

1. BECOMING A
SALES GURU
CREATING A SALES STRATEGY
Developingaclear& smartsalesstrategy for focussedITsales
Dreams
& ActionPOWERED BY FUN©
Tuesday, 10 September 13

2. Agenda run through
•- Icx strategy this year
•- Why do we need focussed sales?
•- Why IT?
•- What is a focussed sales strategy
•- A framework for IT
•- prospecting
•- The it prospecting challenge!
•- questions
•
30 mins
Tuesday, 10 September 13

3. ICX strategy 2013.14
Tuesday, 10 September 13

4. ICX strategy 2013.14
IT product
development
Tuesday, 10 September 13

5. ICX strategy 2013.14
IT product
development
Talent
capacity
Tuesday, 10 September 13

6. ICX strategy 2013.14
IT product
development
Customer
loyalty
Talent
capacity
Tuesday, 10 September 13

7. purpose of a sales
strategy
Tuesday, 10 September 13

8. purpose of a sales
strategy
Clear
product and
value
proposition
Tuesday, 10 September 13

9. purpose of a sales
strategy
Clear
product and
value
proposition
+
Tuesday, 10 September 13

10. purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+
Tuesday, 10 September 13

11. purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+ =
Tuesday, 10 September 13

12. purpose of a sales
strategy
Clear
product and
value
proposition
smart
prospecting
and sales
+ =
higher
success rate
in sales
Tuesday, 10 September 13

13. Why IT?
- Demand > supply = need
- larger talent pool
- project basis and flexibility
- young professionals, fast moving and dynamic
Why iT?
Tuesday, 10 September 13

14. what is a sales
strategy?
Tuesday, 10 September 13

15. Sales strategy in
more detail
1. Market
Segmentation
Which industry am
I going to focus on
and what are the
needs of this
industry?
e.g IT industry or
non-IT industries.
2. Company
Need
What are the
specific needs of
our customers?
e.g which
department or
what kind of
project do they
need talent for?
3. Job
Description
What is the specific
needs of our
customers & what
kind of role could
an intern fit into e.g
web development
& programming,
software dev,
network and
database
management
4. EP
Requirement
What are the
specific skills
required by
the intern eg.
SQL, C++,
Javascript
5. Supply
Which
countries
have these
specific skills
e.g.
Colombia,
India, Poland
Tuesday, 10 September 13

16. 1. Market
Segmentation
sales strategy for it
Are you focussing on IT companies or non-IT companies?
Which is the most relevant market segment for your LC?
IT sector
‣ IT solutions/ consultancy e.g Breeze IT
(Nottingham’s partner, Tata Consultancy
Services (Global Exchange Partner).
‣Web application/ services development
‣ Mobile application development
Non-IT sector
Other sectors also need IT talent:
‣Marketing companies
‣ University institutions (e.g IT and marketing
departments)
‣Engineering companies
‣Manufacturing companies (e.g Haybrooke
Associates Ltd. Warwick’s partner)
SMEs
Tuesday, 10 September 13

17. sales strategy for it
2. Company Need
What are the specific needs of our customers?
Which department or what kind of project are they in need of talent for?
Technical
support
Software
development
and
programming
Two main needs of companies and the job description can be more defined depending
on the specific job description.
Projects
needs!
Tuesday, 10 September 13

18. his
sales strategy for it
3. Job
Description We need to understand what the specific role would be.
4. EP
Requirement
What are the specific backgrounds and skills required
by the intern eg. Data base management, SQL, C++,
Javascript
5. Supply
Which countries have EPs with these specific
backgrounds and skills?
IT Sub products = Supply + Demand
Tuesday, 10 September 13

19. Market segment
Example
IT and mobile applications
Company need software development and
programming
job description
Ep requirement
supply
development of a new mobile
app - design, build, test APPs
Mobile applications, mobile
technology, software dev and
programming and SQL, CSS etc..
Brazil, colombia, india, tunisia,
poland, Mainland of china
Tuesday, 10 September 13

20. Prospecting for it
understand
the product
- demand and
supply
be savvy in
how we
contact
companies and
who we
contact
be more
intensive in
our follow
up
Tuesday, 10 September 13

21. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Tuesday, 10 September 13

22. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Tuesday, 10 September 13

23. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Tuesday, 10 September 13

24. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Needs
Tuesday, 10 September 13

25. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
Tuesday, 10 September 13

26. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
recheck needs
Tuesday, 10 September 13

27. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
Tuesday, 10 September 13

28. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
]
recruitment
websites
Tuesday, 10 September 13

29. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
]
meet up
groups
]
recruitment
websites
Tuesday, 10 September 13

30. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
LinkedIn
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
]
meet up
groups
]
recruitment
websites
Tuesday, 10 September 13

31. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact
LinkedIn
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
]
Calls]
meet up
groups
]
recruitment
websites
Tuesday, 10 September 13

32. Prospecting for it
be savvy in
how we
contact
companies and
who we
contact Tech
hubs and
incubator
LinkedIn
Who are
you
targeting?
Choose one or two focus
markets
Which companies are you
are contacting and who are
you going to approach
Needs
tailor your approach!
recheck needs
]
Calls]
meet up
groups
]
recruitment
websites
Tuesday, 10 September 13

33. Tuesday, 10 September 13

34. be more
intensive in
our follow up
Tuesday, 10 September 13

35. be more
intensive in
our follow up
effective use
of podio
Tuesday, 10 September 13

36. be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
Tuesday, 10 September 13

37. be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
objection
handling!
Tuesday, 10 September 13

38. be more
intensive in
our follow up
effective use
of podio
ensure that
we follow
up!
objection
handling!
resell and
referral
Tuesday, 10 September 13

39. it prospecting
challenge!
Tuesday, 10 September 13

40. it prospecting
challenge!
4 weeks
Tuesday, 10 September 13

41. it prospecting
challenge!
700
prospected
4 weeks
Tuesday, 10 September 13

42. 500
contacted
it prospecting
challenge!
700
prospected
4 weeks
Tuesday, 10 September 13

43. 500
contacted
it prospecting
challenge!
700
prospected
4 weeks 50 meetings
Tuesday, 10 September 13

44. 10 raises500
contacted
it prospecting
challenge!
700
prospected
4 weeks 50 meetings
Tuesday, 10 September 13

45. questions and
answers
Tuesday, 10 September 13