What are the tools & methods to deploy with success a sales strategy ?

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Erwin Ten Hoeve
Senior Account Manager

2. What are the tools & methods to deploy
with success a sales strategy ?
Webinar

3. IN THE 45 MINUTES OF THIS WEBINAR
• Introduction
• The 4 challenges for a successfull sales strategy
• Lead generation & management
• Sales cycle management
• Access to the right information at the right time
• Sales team motivation
• Conclusion
• Q/A

4. EFFICY CRM
1 600 customers - 55 000 users
25 € / month for Cloud

5. OPTIMIZE THE SALES CYCLES TO OPTIMIZE THE SALES STRATEGY
You can have an meaningful impact at each stages of the sales cycle
Lead Genération
Follow up
Negotiation
Closing

6. 1ST CHALLENGE
LEAD GENERATION &
MANAGEMENT

7. 2 PAIN POINTS THAT HARMS A SALES STRATEGY
1. Not having enough leads
• Using a centralized database to gather in one place leads (leads),
clients, specifiers ...
• Leads profiling (cold leads  hot leads)
• Sales reps lead generation
2. Lead management
• To be reactive on all leads generated
• Specialize missions (before sale, qualification ...)
• Automate the tracking leads and put people at the right time

8. WHAT WE HAVE DONE AT EFFICY
All sales reps
Leads
Leads
Leads
Lead
Generation
Qualification
Demo
Closing
New
organisation

9. LEADS MANAGEMENT AT EFFICY

10. 2ND CHALLENGE
L’OPTIMISATION DU
CYCLE DES
VENTES

11. INSCREASE REAL SALES TIME
1. Reduce time spent doing administrative task
• Automating the generation of business documents
• Automatic reminders
• Integration with MS Office & Google Apps
2. Priorities management
• Set up « closing mode »
1. Avoid unfulfilled sales forecasts

12. HOW TO MASTER SALES CYCLE IN EFFICY ?

13. 3RD CHALLENGE:
NOT WORKING
WITH THE BEST
TOOLS !

14. CLOSING A DEAL IS SOMETIMES DEPENDING ON LITTLE THINGS
1. Access to the right information at the right time
• Practive the USP & Pitch
• Using Battle Cards
2. Put the relational at the right time
• History of all conversations
• Better knowledge using social media
3. Being mobile

15. HOW TO BE MORE EFFICIENT WITH EFFICY ?

16. 4TH CHALLENGE
MOTIVATING THE
SALES TEAM

17. « They didn’t know it was
impossible, so they did it ! »
Mark Twain

18. A MOTIVATED SALES REP MAKE THE DIFFERENCE
• Money is not all.. Rewarding is
most of time more efficient
• But all sales reps are not
working with the same incentive
44% of sales reps are « killers »

19. MOTIVATE YOUR SALES TEAM IN REAL TIME WITH PEAK ME UP
Video :
https://www.youtube.c
om/watch?v=UGG9k1
YSDK0

20. To conclude…
« »

21. QUESTIONS / ANSWERS

22. SALES@EFFICY.COM
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