The document outlines the sales cycle and roles within a sales organization. The sales cycle includes stages from suspect to pre-sale to post-sale. Key roles discussed include business development, lead generation, outside sales, inside sales, channel development, account executive, sales engineering/operations, and customer success. The roles work together through the different stages of the sales cycle to generate leads, qualify opportunities, close deals, implement solutions, and provide ongoing customer support.
2. WRITTEN
Table of Contents
Audience Awareness
Personal Presentation
Body Language
Sales Cycle
- Carlos
Overview
Sales Roles
- Amanda
Recap
Q & A
Appendix
Speakers:
Amanda Holt
Sales & BD Track
Tradecraft
Carlos Cheung
Sales & BD Track
Tradecraft
4. Prospect Qualified Opportunity Close Implementation Service
Suspect
Pre-Sale Post-Sale
Sales Cycle
Everyone within your target market
5. Qualified Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
People who take action to solve a problem
that you can help resolve
Suspect
Prospect
6. Opportunity Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Qualified
The right person with the ability to pay
7. Qualified Close Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Opportunity
The right person who is ready to pay
8. Qualified Opportunity Implementation Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Close
The right person signed an agreement to
purchase a product or service
9. Qualified Opportunity Close Service
Pre-Sale Post-Sale
Sales Cycle
Suspect Prospect
Implementation
Onboarding the customer with the
product or service
14. Lead
Generation
• Interact with marketing
• Process leads through qualifications
• Building lists, cold calling, email campaigns
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
17. Channel
Development
• Sells to companies who then sell products
(3rd party = channel)
• Ex. Apple selling iPhones to AT&T store
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
18. Account
Executive
• In-person demos, close deals
• Manages the interests of buyers
• Inside and outside sales
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect
20. Customer
Success
• Make sure the customer is happy, needs are met
once sale is closed
• Measured by retention and growth of an account
• Also known as engagement
SALES CYCLE: Close through Service
Prospect
Qualified
Opportunity
Close
Implementation
ServiceSuspect