Kind geek ultimate-sales-guide-2018
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The document provides an overview of sales and marketing strategies. It discusses the importance of sales for any business and defines marketing as the heart of a business. Integrated marketing is described as a process that plans, executes, and monitors brand messages to create customer relationships. The document outlines various marketing functions like brand awareness, lead generation, and sales support. It emphasizes creating valuable content for customers, being generous with information, and investing resources wisely. Other topics covered include the sales process, building a sales funnel, dealing with customer dilemmas, responding to RFPs, proposal writing, and tips for sales growth.
Kind geek ultimate-sales-guide-2018
- 1. 1 www.companyname.com © 2015 Marketofy Slides Theme. All Rights Reserved. ULTIMATE SALES GUIDE
- 2. Experience: 13 Year in IT: QA-> Software Engineer -> Business Analyst -> Sales -> Project Manager -> Product Manager at Doctor Eleks-> Product Manager at Doctor Software Statistics Service -> CEO at Statr, Head of Strategic Marketing at Eleks-> Founder and CEO at KindGeek, Founder of H2Ometr, LvivLand, Yo-ma-Yo, Exspressio, ArQ, Software Statistics Service, Statr We growth from 3 to 100 in 1 year and a half working only with Startups. Father of 2 children / Husband Lecture at NULP Mentor You can find me at fb/anton.skrypnyk
- 3. “The best way to predict the future is to invent it” Inspires Alan Kay
- 4. Let's start from the beginning... What is MARKETING?
- 5. MARKETING? #market #Venice In Market ? Market + ing => Trade, Sales, business...
- 6. OK then... What is SALES?
- 7. The lifeblood / food of any business, large or small, is sales. No sales, no business – it’s a simple as that. #sales
- 8. 8 Sales is a blood - Marketing is a heart
- 9. 9
- 11. ZMOT: Winning the Zero Moment of Truth, Jim Lecinski Integrated Marketing Communication ... … is a process for planning, executing & monitoring the brand messages that create customer relationships
- 12. Marketing Functions BRAND AWARENESS Press Releases Media Publications Corporate Philosophy Corporate Identity Awards Events Thought Leadership LEAD GENERATION & NURTURING Website Email campaigns Newsletters Social Media SEO Blogging Video SALES SUPPORT Case Studies Brochures Presentations Company Profile Customer Surveys DIGITAL ERA SOCIAL MEDIA WORLD CONTENT-BASED MARKETING
- 13. ★ Website - Primary marketing tool reflecting the company’s relevant service offering and brand ★ Videos - Products and case studies ★ Outbound campaigns ★ Webinars ★ Presentations (SlideShare) ★ Blogging ★ Articles RetailContent-Driven Marketing Strategy Content Strategy - Lead generation by content Co-Marketing Initiatives: ★ Case studies ★ Success Stories ★ Articles ★ Speaking ★ Receiving more testimonials, logos, permissions, etc. ★ Customer Testimonials - Measure Customer Experience to impact on future sales and brand perception
- 14. Make stuff people want ● Start creating/publishing content that is helpful & valuable to our customers: ● FAQs ● HOW-TO’s ● Thought Leadership Content ● Whitepapers ● Webcasts ● Videos ● Calculators ● Infographics / Firmographics ● Blog!
- 15. Be generous ● The more we give, the more we get ● Increases visitors, pages views & inbound links ● Builds trust, credibility & goodwill Give great directions ● Relevant and engaging website ● Targeted landing pages ● Clear calls to actions ● Compelling content & offers ● The right content at the right time, staying in front of prospects - marketing automation (lead nurturing)
- 16. Invest wisely “IF IT DOESN’T MAKE DOLLARS, IT DOESN’T MAKE SENSE.”
- 17. 17 www.companyname.com © 2015 Marketofy Slides Theme. All Rights Reserved. Integrated Marketing ?
- 18. 18 www.companyname.com © 2015 Marketofy Slides Theme. All Rights Reserved. Integrated Marketing ! Yes! Sales Business Operation Delivery Marketing Project Management RnD Engagement AM
- 19. 19 www.companyname.com © 2015 Marketofy Slides Theme. All Rights Reserved. Business Development Sales & Marketing should become a daily routine / ritual
- 20. Managerial fatality finality Time Loss Team or Marketing Focus = Wrong? marketing effect < Investment Nonalignment between departments Long feedback cycle Direct competition for leads - generation / closer? Business model alignment ? slow/low fail/succeeded knowledge transfer Direct market benefit from gained expertise/knowledge
- 21. 21 www.KindGeek.com © 2015 - 2017 All Rights Reserved. KindGeek Retrospective Якось запитали трьох каменярів, чим вони зайняті. Перший відповів: «Обтесую брили каміння». Другий сказав: «Працюю заради своєї сім'ї». Третій відповів: «Будую Храм». Притча
- 22. Brand Strategy Brand Purpose Brand Mantra Brand Values Brand Meaning Brand Story
- 23. MISSION VISION STRATEGY Build client’s Trust to KindGeek to make it Global Known by delivering best Client Experience….
- 24. 24 www.KindGeek.com © 2015 - 2017 All Rights Reserved. Social Responsibility Transparency Trust Sense of Beauty People who cares about others. Social Responsibility We build a chain of trust from our clients to Trust People who combine Art and Science. Sense of Beauty Growing by giving constant feedback good and bad. Transparency Values KindGeeks
- 25. Classification - Customer segments Balance between business knowledge, user needs and technology is crucial for product success. Tech knowledge - +/- + Startup Experience - +/- + Business knowledge - + + Funds FFF Angel, incubator VC
- 26. Business Model FUNDS Business model FFF Fixed MVP Cost Angel Fixed Sprint Cost Time and Material Dedicated team incubator Fixed MVP Cost VC Dedicated Team
- 27. 2 SALES process is THE Sausage Machine The lifeblood / food of any business, large or small, is sales. No sales, no business –it’s a simple as that.
- 28. “The best way to predict the future is to invent it” Inspires Alan Kay
- 29. 29 www.KindGeek.com © 2015 - 2017 All Rights Reserved. Projects Company structure CEO/COO Accounting Human Capital Recruiting PMO/ BAO BDMDelivery and Client Success QAO DevOps Web Office Mobile Office UX/UI Sales Engagement CentersofExcellence People Partners Off ice
- 30. 30 www.KindGeek.com © 2015 - 2017 All Rights Reserved. Projects Leads (Need & we can bring value) Prospects (potential need) Clients Delivery Payments References Success More Projects More Work BD & Marketing So Projects and their Delivery are the Basement for Company today and future growths. Outsourcing Process Company investment: Marketing Proposal preparation Communication Cash flow is THE KING;
- 31. How to growth working Sales funnel pipeline in B2B?
- 32. Innovation
- 34. Dilemmas (CIO, CTO, Product Manager, CEO) – New technology • Mature? • Value for the company? • How to start? – Cost reduction pressures • Leading or following? • Driving or being driven? • Risk vs reward? – Business demands • Role in making the Business Case • Skills / resources – Reducing Complexity • Integration / standardization – Technical (obsolescence, complexity) • Cost? • Urgency? • Necessity? • Upgrade vs Replace?
- 35. RFP What Description Statement of problem Technical requirements Administrative information Cost requirements Referenced documents standards Required deliverables Software, hardware, documentation Proposal format Financial report, resume, pricing, tech & management proposal Submission & decision schedule
- 36. Proposal What Description Management summary Overview Equipment Software components Usability & UI Management proposal Reporting, testing, scheduler, quality control, configuration management, risk management Pricing proposal SOW Deliverables, equipment, training, documentation, testing, installation, education
- 37. 37 www.KindGeek.com © 2015-2017. All Rights Reserved. Are we using magic for sales? No. Just simple action every day: ● Contact Email ● Introduction Call ● Follow Up Email ● Proposal ● Negotiation ● Agreement ● Produce Content ● Marketing collaterals
- 38. 38 www.KindGeek.com © 2015-2017. All Rights Reserved. Secret knowledge ? Yes! Speed Same Values Same Culture Same Goal Passion Integrated Marketing Naked Service
- 39. 39 - Lead your Lead through every step - follow your ROUTINE - Speed is everything - Always negotiate - Follow Up every action - Never give up - Invite or take a flight - External Sales Pitch = Internal Sales Pitch - Always do more than you can do - Sales should always be bridge between need and what you can do - Ask your clients what does they already bought from you Tips and Tricks:
- 40. H.A.C.K. © David Braun © Patrick Lencioni 3 A.B.C. ? © The phrase was popularized in the 1992 film "Glengarry Glen Ross." NAKED SERVICE
- 42. Honesty You should always be honest with your clients and it will ultimately pay you dividends. Attention Indifference makes the client think that he is not really important to this company and he feels like just another client. Care In client relationships, the ability to delve into the client's problems is a key skill. only deep understanding of a client's problems and empathy with them can lead to a real win-win result. Knowledge : "pay it forward" rule. That's when you try to bring value to a client prior to the actual transaction without any commitment on his side. H.onesty C.are K.nowlege A.ttention H.A.C.K. H.A.C.K. © David Braun
- 43. 43 www.KindGeek.com © 2015-2017. All Rights Reserved. NAKED SERVICE – is to be Vulnerable - It is how to building intimate relationships with client. - At its core, naked service boils down to the ability of a service - Provider to be vulnerable—to embrace uncommon levels - Of humility, selflessness, and transparency for the good of a client. Fears ? © Patrick Lencioni
- 44. 44 www.KindGeek.com © 2015-2017. All Rights Reserved. #1: FEAR OF LOSING THE BUSINESS - ALWAYS CONSULT INSTEAD OF SELL - GIVE AWAY THE BUSINESS - TELL THE KIND TRUTH - ENTER THE DANGER - Pay forward Supporting values: ● Trust ● Transparency ● Modesty ● Humility ● Selflessness ● Honest and self assured ● Kindness, empathy, and respect ● Enablement. Goal ● Client Success © Patrick Lencioni
- 45. 45 www.KindGeek.com © 2015-2017. All Rights Reserved. #2: FEAR OF BEING EMBARRASSED •ASK DUMB QUESTIONS •MAKE DUMB SUGGESTIONS •CELEBRATE YOUR MISTAKES Supporting values: ● Trust ● Transparency ● Modesty ● Humility ● Selflessness ● Honest and self assured ● Kindness, empathy, and respect ● Enablement. Goal ● Client Success © Patrick Lencioni
- 46. 46 www.KindGeek.com © 2015-2017. All Rights Reserved. #3: FEAR OF FEELING INFERIOR • TAKE A BULLET FOR THE CLIENT • MAKE EVERYTHING ABOUT THE CLIENT • HONOR THE CLIENT’S WORK • DO THE DIRTY WORK • ADMIT YOUR WEAKNESSES AND LIMITATIONS Supporting values: ● Trust ● Transparency ● Modesty ● Humility ● Selflessness ● Honest and self assured ● Kindness, empathy, and respect ● Enablement. Goal ● Client Success sometimes we forget that the word ‘‘service’’ shares the same root meaning as ‘‘servant’’ and even ‘‘subservience.’’ © Patrick Lencioni
- 47. And remember - Tools don't matter... When you have a GUN Brain
- 48. 48 www.companyname.com © 2015 Marketofy Slides Theme. All Rights Reserved. Q&A