3. General Rules
• Clean – easy to read ( Big font) –not crowded
• Not too much flush
• Not important information into Flash
• No scroll down
• Live sell tool - News –Events- Demos
• Search Engine Optimization SEO
4. Website Suggested Content
• Home
• About us
• Products and services
• Clients/ success stories
• Partners ( Optional)
• News and White papers ( optional)
• Contact us
5. Home
• Value proposition
• Main products or services
• News/ events ( optional – recommended)
• Nice Picture
• Logo and tag line
• Corporate image
• Language ( English/ Spanish - No flags)
• Menu
6. About Us
• History ( years in business )
• TEAM
• Awards
• Certifications
• Offices
• Back home
7. Products and Services
• Small description ( the problem it solves)
• All the products in one page if possible
• Hyperlinks for more details
• Demos ( sign in: name - email – company name-
phone number)
• Buy ( optional) shopping cart
• Contact us.. Chat..
• Menu- back/ home
8. Clients/ Success Stories
• Organized by industry
• Small description ( Bank – Insurance co..)
• Testimonials on the side “ use quotes”
• Success stories
• The company ( small description- Bank 1 million clients)
• The problem ( one paragraph)
• The solution you deployed ( includes technology used)
• The benefits ( quantitative - % $ #/hour)
• Back/ home
9. Partners (optional)
• Logos / small description current partners
• Organized by product / region
• Partners program /Benefits or being partner
• Become a partner ( Sign in- contact us )
• Only for partners ( sign in)
training documents
brochures / manuals
• Back/ home
10. News, Blogs and White
Papers (optional)
• Small description .. Read more and hyperlink
• Organized by date
• White papers download ( sign in)
• Needs to be updated often
• Twitter and social networks to announce them
• Very well written
• Very attractive title- home
• Back /home
11. Contact Us
• Names / titles / emails and telephones
• Offices - addresses and telephones
• Review messages
• Live Chats
• Back /home
16. 1. Awareness
• Trade Shows
• Industry Magazines
• Public Relations (PR)
• Blogs
• Clients’ Industry associations – speaker
• Technology industry associations
• Social networks
• Network, Network, Network
17. 1. Trade Shows
• Where your clients go (Financial-Health Care..)
• Booth
• Something to attract
• At least two people
• Brochure
• One page overview
• Web site and Demo
• Your industry – for competitive analysis
• Only to the exhibition zone
18. 1. Blogs
• Add value to your readers
• Announce a plan
• Engage the reader (feedback)
• Periodically – Every Tuesday
• Twitter to remind
19. 1.Public Relations - PR
Newsletters/ twitter/social networks
• New product
• New Partner
• New client
You need
• Success Stories
• Press release to the media
21. 1. Networking Events
• Where your clients go
• Where opinion leaders go
• Where your potential partners go
Get as much contacts as possible
You will need
• Elevator pitch- Ask a lot of questions first
• Business cards
• Follow up – Help others if possible
24. 2. Lead generation
• Follow up contacts- Data base
• Search Engine Optimization- SEO
• Web site demos
• Web site white papers
• Cold calling
• Email campaigns
25. 2. Follow up the contacts
• Write in the business card back
• Create a data base with all the contacts
• Follow up on the next week
• Send them some news about your company/
industry
26. 2. Search Engine Optimization-
SEO
• Optimize your web site
• Use Analytics after each campaign
• See who is visiting you
27. 2. Web Site Demos & White
Papers
• Americanized English
• Easy to download
• On line help
• User manuals on line –very simple
• Register the person
• Follow up
28. 2. Cold Calling
• Get a data base- target market
• Hire a mail manager
• Hire a native English speaker- USA
• Script: Value proposition – call to action
• Leave voice messages
• Follow up
Goal : Get an appointment for the sales agent
29. 2. Email campaigns
• Get the data base
• Write a news letter
• New product/benefits
• Business case
• Follow up with phone calls
33. 3. Selling to a client
Things to prepare
• Google your contact
• Review their power point presentation
• Power point presentation
• Business cases
• Brochure/ Technical fact sheet
• Demo
• Pricing
• Contracts
34. Who is going to sell
• The CEO- VP first sales
• CEO +Sales rep
• Sales rep
• CEO-VP + channel
• Channel
34
35. 3. Selling to a Channel
You need
• Value Proposition
• Introductory letter
• Web site
• Power point presentation
• Brochure/Technical Fact sheet
• Pricing/ commission scheme
• Demo
• Contracts
36. Power point for Partners
Power point for clients +
• Market opportunity
• Competitive chart /advantage
• Financials for them
• Marketing plan – Promotion scheme
• Lead generation plan
37. 4. Delivery
• Be accurate in establishing delivery expectations
• Tell them what you are going to do. Do it, and tell
them what you did
• Deliver 100% on Expectations
• Successful delivery = Repeat Business!!
• Customer support in place
• Partners support in place
38. 5. Budgeting
Expenses
• Awareness
• Lead generation: campaigns - events
• Sales engagement- travel people
• Sales closure ( lawyers)
• Delivery
• Customer and partners support
39. 5. Revenue Forecast
Month by month
• 1000 contacted- data base
• 100 interested- prospects
• 10 proposal- leads
• 2 clients
• Timeline 3- 6 months to close the first
client 39
40. Review Plans
at least every quarter
better every month
every week ( the best)
