How to Structure Sales Successfully, Keynote by Robert Lang - MD Central & Eastern Europe at Criteo at the NOAH 2012 Conference in London, Old Billingsgate on the 6th of November 2012.

1. HOW TO STRUCTURE SALES SUCCESSFULLY
Robert Lang
Managing Director Central & Eastern Europe
November 6th, 2012
Copyright © 2012. Confidential

2. THE SECRET OF SALES:!
BASICALLY, WE ALL KNOW HOW IT WORKS …
WHAT CAN HELP IS A GUIDELINE
OF DAILY ROUTINE THAT HELPS
US ACHIEVE WHAT WE KNOW.
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3. GREAT PRODUCTS !
MAKE SALES EASIER
• TOP FUEL FOR SCALABLE
SALES IS TO HAVE A
PRODUCT
• IDEALLY ONE
THAT SCALES
• IF YOUR PRODUCT DOES
NOT SCALE, YOU HAVE
MORE THAN JUST ONE
CHALLENGE IN GROWING
YOUR BUSINESS
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4. CRITEO ALLOWS CLIENTS TO RUN THEIR DISPLAY
ACCORDING TO THEIR KPIS. AND DOES THE REST
new users active users dormant users
visitors shoppers buyers
CPC $1.35 $0.50 $0.75
Copyright © 2012. Confidential

5. BACK TO THE DAILY WORKOUT!
SOME EASY RULES
AIM FOR TWO,
AND YOU‘LL END
UP WITH ONE!
ONE CLIENT PER DAY,
NO MATTER WHAT!
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6. PLANNING & SCALING!
KNOWING WHAT WHERE AND HOW YOU HUNT
80% of the speed and
scale comes from
knowing what to do –
every day
• Prospecting: what is a client
and the according pitch
• Focus: ‚No‘ or ‚not yet‘ are
your best friends
• Avoid channel conflicts with
clear Roles and
Responsibilities among
salesteams.
• Think, execute, recalibrate
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7. PLANNING & SCALING
SALES PEOPLE ARE SMART,
YOUR CHALLENGE IS TO SET
AND IMPLEMENT RULES
MAKING SALES TO CLIENTS
EASIER THAN SALES INSIDE
THINK YOUR INCENTIVATION
MODEL THROUGH AND BE READY
TO REVAMP NEXT PERIOD ONCE
YOUR SALES TEAM HAS
DISCOVERED THE SOFT SPOTS.
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8. FIRST THINGS FIRST!
START ON THE TOP OF
YOUR LIST – EVERYDAY!
WHEN YOU ARE THROUGH WITH
1 THAT AND BEFORE CLIENTS ARE
STARTING TO GET ANNOYED,
MOVE TO NEXT POSITION IN
2 THE LIST.
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9. GET YOUR TEAM TO SET THE RIGHT PRIORITIES!
ONLY ASK ABOUT THE BIG
CLIENTS ON TOP OF THE LIST
ASK TO SET UP
MEETINGS FOR
YOU WHEN YOU
ARE IN TOWN
(NEXT WEEK?)
PUT A HITLIST ON THE WALL +
CELEBRATE SUCCESS!!!…
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10. FOOT IN THE DOOR VS.!
DOOR IN THE FACE
In a world full of noise, there might be no more
time for a full elevator pitch, so get to your recipients quickly
Acid tests:
• Do you get client’s attention
within a LinkedIn contact
message
• Do your parents/kids understand
what your product does?
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11. IT‘S ABOUT UNDERSTANDING CLIENTS BUSINESS!
PLUS PEOPLE LIKE YOU TO TAKE INTEREST IN THEM
SO BE
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12. BEE A BUSY BEE…
Since luck seems to strike
randomly,
… you do well, giving your
luck some exposure
… and be there,
when it strikes.
Copyright © 2012. Confidential 12

13. REMEMBER
One client a day!
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14. THANK YOU!
Robert Lang
Criteo
Managing Director Central & Eastern Europe
r.lang@criteo.com
www.linkedin.com/in/RobertSLang
Copyright © 2012. Confidential

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