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Best Practices in World Class Sales Forces Kenneth Ferree Vice President of Sales Ophir-Spiricon.

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Presentation on theme: "Best Practices in World Class Sales Forces Kenneth Ferree Vice President of Sales Ophir-Spiricon."— Presentation transcript:

1 Best Practices in World Class Sales Forces Kenneth Ferree Vice President of Sales Ophir-Spiricon


3 3 Sales Persons Real Responsibilities Learn the products Find leads Follow up on leads Help People Establish relationships and credibility Provide solutions Have fun

4 4 Lead Generation Paths

5 5 Sales Process of Getting Leads Website Database Trade Journals (Electronic Versions) Google Alerts Ezine (Your Electronic Newsletter) Linkedin Facebook Twitter You Tube

6 6

7 7 Database Management

8 8 What do you put in a database? Name of Contact Name of Company Address of Contact Phone Number General information you found out when listening ( Kids, Sports teams, Colleges, Hobbies) Complete details about their problem! Equipment or products they already have Quotations Forecasts Percent probability of closing the sale Referrals Orders What their company does

9 9 Electronic Journals Know the trade journals in the their field.

10 10 Google Alerts

11 11

12 12 Google Alerts Research potential clients in your geographical area.

13 13 Google Adwords PPC and Analytics

14 14 Google Analytics

15 15 Map Overlay

16 16 Website Map Overlay

17 17 Ezine: Epulse from Ophir-Spiricon

18 18 Ezine difference

19 19 Most Business oriented social media

20 20

21 21

22 22 Source:

23 23 Traffic Over 800 million unique users visit YouTube each month Over 3 billion hours of video are watched each month on YouTube 72 hours of video are uploaded to YouTube every minute 70% of YouTube traffic comes from outside the US YouTube is localized in 43 countries and across 60 languages In 2011, YouTube had more than 1 trillion views or around 140 views for every person on Earth Millions of subscriptions happen each day. Subscriptions allow you to connect with someone you're interested in whether it's a friend, or the NBA and keep up with their activity on the site

24 24 QR Code Microsoft Tag 2D Data Matrix

25 25 What Can Be Done With 2D Data Matrix Codes?

26 26 The Importance of Social Media on Business Market awareness to your customers Lead generation for your sales team Find new companies Using groups to learn about new projects Be seen as a leader in your industry

27 27 What does Lean mean to a sales person? Continuous improvement –Knowledge –Salesmanship –Competitive knowledge –Solution oriented –Customer Centric Believe in the following –Company –Product –Best solution (ROI for the customer) –Become the expert in your industry –Yourself

28 28 The Companys Responsibility Provide World Class Products Provide World Class Training Provide World Class Customer Service Be there for the long haul Continue Innovation Communication is key with all departments and the customers!

29 29 Become and Expert in Your Industry By becoming the expert with a Blog, or commenting on groups in Linkedin or on the internet, you build credibility in your industry and this creates a following and rapport.

30 30 Time Management Social media comes with good and bad consequences. You must set dedicated time aside to use social media. It can become too easy to get lost in the fray. Set aside a specific amount of time each day to use social media for yourself and for your sales team. Time should be set aside for making phone calls and setting up appointments with customers.

31 31 Free Advertising Where else can you get exposure to millions of potential customers for free? Linkedin Facebook Twitter YouTube

32 32 Times are Changing People have no extra time. People have a very short attention span compared to the past. Videos are becoming more and more popular every day! Linkedin is ranking towards the top on Google searches. YouTube is also ranking towards the top.

33 33 Write Daily Whether or not you have a Blog, writing daily helps to put your thoughts into a cohesive structure. This helps you take those ideas that may have hit you as you go along and act on them. Some of these are real gems and if you dont write them down they are gone forever!

34 34 Its all about the Customer Acknowledge your customers successes. If you see an article pop up from your Google Alerts, send them the link and tell them congratulations. Every face-to -face visit is a learning experience. You have to love what you do or you need to do something else!

35 35 Sales Process before you get the sale Believe in your product, company and service. Do your homework about the company you are seeing and your competition. Relax. Be Customer-centric. Make them king Help the customer solve their problem. Dont sell them products!!! Create Value in the relationship. Ask for the sale.

36 36 Information Gathering Create customer satisfaction surveys to see how you are doing. Create puzzles in your Ezine ̶ this will get some of those hard to reach people to interact with you. Keep Metrics on your sales team and monitor them monthly. (ie… Calls, Visits, Demos, Quotes/Close ratio etc…)

37 37 Information Sharing (1-2mins) Blog(1-2 Hours) Twitter(30 seconds) Facebook(2-5 Mins) Ezine(10-15 hours) YouTube(5-10 Mins) Linkedin(1-2 Hours)

38 38 After the sales Call Leave the call with your Action Items. Schedule your calendar for follow up. Provide customer with requested information within 1 day. Send white papers or articles discussing the way your products have solved similar problems in the past. If you dont have them write them!

39 39 Perception If the customer perceives this is just another sales pitch, the sales call is over! Know the customers businesses. Understand the customers' needs. Sit on their side of the desk prior to making your sales pitch. If the customer perceives you are there to solve their problem, you are the only sales person to have done that and now they want to buy!

40 40 Publicity Trade Shows Webinars Social Presence Trade Journals Press Releases

41 41 Useful Web Links (Great Ideas) (Technical News) (Technical News) (Linkedin expert) (Word-smithing) (Grammar) (Inexpensive Pictures and Videos) Gitomer.Com(Sales) Michalko)

42 42 People dont like to be sold, but they love to buy. Jeffrey Gitomer

43 43 Honesty and Integrity No matter what the situation, never make up an answer!

44 44 Contact Information Kenneth Ferree Vice President of Sales Ophir-Spiricon LLC

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