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Sales Kit

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Sales Kit

  1. 1. PERFORMANCE MANAGEMENT DONE RIGHT
  2. 2. Sales Activity & Tracking
  3. 3. ZOHO CRM System • All sales leads, appointments, proposals are updated in the system • Sales activity and tracking are taken care over here • Sales cycle is as follows – Account – Lead – Potential – Client • Please refer to Sales Kit 2 CRM System
  4. 4. Sales Kit - Scripts
  5. 5. Scripts – for Tele Sales Hi / Hello Good day / morning / afternoon I am _____ calling from KPISOFT. I would like to get in touch with someone who is in charge of performance management or corporate strategy in ‘Organization name’ We are a performance management solution provider enabling organization to define strategy and execute them in simple steps using automated web based system (internet). Its related to employee’s KPI definition, tracking and can be converted into regular performance review etc We have served large clients such as Axiata, Celcom, HAIER as well as small company (CRADLE, Censof, etc). I would like to elaborate more on this solution and do a short presentation for maximum 30 minutes. May I have your available date & time Thanks
  6. 6. Script – for Referrals & Over The Counter Hi / Hello Good day / morning / afternoon KPISOFT is a performance management solution provider enabling organization to define strategy and execute them in simple steps using using automated web based system (internet). Can we get the contact details for who is in charge of performance management or corporate strategy in ‘Organization name’ Its related to employee’s KPI definition, tracking and can be converted into regular performance review etc We have served large clients such as Axiata, Celcom, HAIER as well as small company (CRADLE, Censof, etc). I would like to elaborate more on this solution and do a short presentation for maximum 30 minutes. May I have your available date & time
  7. 7. Presentation Slides Please refer to Sales Kit 3
  8. 8. Sales Pitch –Video & Demo Links
  9. 9. Sales Pitch Video • Demo Links – KPISOFT 6.0 BI ; http://demos.kpisoft.com/bi-kpisoft/ – KPISOFT 6.0 EPMS ; http://demos.kpisoft.com/v6.0-sc/hub2/ • Problem Statement – What is KPISOFT trying to solve (14mns) : https://www.dropbox.com/s/4tl2jg3fl1p5a29/Problem_Statement.mov?dl=0 • 4 blocks of performance management & Alignment: (13Mns): https://www.dropbox.com/s/w7jx20gqmju54t4/Alignment.mov?dl=0 • Coaching (9Mns): https://www.dropbox.com/s/xzrt2je07atxxps/Coach.mov?dl=0 • Collaborate (13Mns): https://www.dropbox.com/s/6cqq7g4q8gqu318/Collaborate.mov?dl=0 • Calibrate (5Mns) : https://www.dropbox.com/s/3rveuguc56ea7fq/Calibrate.mov?dl=0
  10. 10. Pricing Structure & Customer Segment
  11. 11. Pricing Structure & Customer Segment • SMB – Small & Medium Business – < 300 employees – Anywhere in the globe for any industry type SMEs – Plug n Play – service delivered on cloud • Enterprise – Tier 1 & 2 Brands / Companies – Consulting / Deployment by On Site team – Both in premise & cloud model – Account based management team – Contracts are annually renewed • Pricing – List price is USD 12 per user /month discounted to USD 7 in the ASEAN region – Typical user and man day rate • 30 to 100 users – 30 user X 7 USD X 12 month – 30 mandays X RM 1346 • 1000 to 5000 users – 1000 user X 7 USD X 12 month – 100 man days X RM 1346
  12. 12. Typical Implementation Cycle
  13. 13. Implementation Plan & Process (Upon Sign Up) 1. KPISOFT liaise with HR Admin to obtain HRIS data on a specific format – Contains names, IDs, grade, supervisor, Dept / Div, email ID 2. KPISOFT Setup instance and upload employee data 3. KPISOFT liaise with HR or person in charge of performance to define program configuration – No of KPIs, – Program cycle e.g. Jan to Dec, – performance ruler colors e.g. Red, Yellow, Green, D Green, Blue – Approval level – single or double 4. KPISOFT runs sanity test with configuration defined by HR Admin / PIC 5. KPISOFT releases system for Live 6. KPISOFT continues to provide Level 1 (L1) support. Tickets are raised to help@kpisoft.com
  14. 14. FAQs and Challenges
  15. 15. FAQs & Challenges 1. How to integrate data with our system – Cheapest way & Free - Your system administrator can extract the source file and park the file in secured FTP location. KPISOFT will then fetch the file and upload into our system – Might Cost a little – Your system administrator need to define the APIs (Application program interface) needs to be build and communicate with KPISOFT system APIs 2. Can we reduce the price to even lower. We have very few people working in the organization 3. Is the data secured – All data is hosted on cloud and its in build with best security for both infrastructure & application – The application security is in compliance of OWASP Top 10 standards 4. Do we need to Manage or Procure the system – The entire system is managed by KPISOFT and we provide you L1 support. User can raise tickets as simple as not knowing the password and we will guide them how to use it. Most often, the application is intuitive and has in built training videos – Client need not procure any hardware or license to run. Client only pay subscription fee based on monthly rate
  16. 16. FAQs and Challenges 5. What is the difference between license & subscription – License is usually procured perpetually. Client own the license totally – Subscription is based on usage. Similar concept to rental. You use the application and don’t own the system 6. Where is the system / data – The system is hosted on cloud services by KPISOFT. The data center is either Amazon Web Services (AWS) in Singapore or SKALI in Malaysia 7. What is cloud services – Cloud services is referred to hosted service provided by the vendor. Its usually referred to application usage over the internet 8. Other HR Tool services has more modules e.g. Talent Management, Employee On Boarding, payroll, etc. KPISOFT provides only performance management and its expensive. Why ? – KPISOFT focuses on specializing on performance management and deep dive on these area with the aim of improving organization’s performance. It’s one of the most important aspect or module that needs to be extensively practiced in any organization. KPISOFT is enabling that for the client
  17. 17. How To Write Cold Emails
  18. 18. Cold Emails • E Stalk your cold emails like a journalist – Who are you sending the cold emails to ? E.g VP Marketing, CEO, HR, Engineering – Define the buyer persona that you want to contact. Short List 5 to 10 contacts and research about them – Do LinkedIn research. Check what skills they have – indicates duties and what software they are using – Twitter & Social Media research • Always make your cold emails feel personal – Pick One Prospect to Write For – Think about how you can excite your prospect • Make mass Emails Feel Like One on One Request – Why sales needs both quality and quantity – How to reverse engineer a cold email. The one drafter to Mr. A, can it be sent to every other guy in the same role ?
  19. 19. HOW TO WRITE COLD EMAILS READING MATERIALS • Please refer to the following file name – Cold Email 1 ; Human Guide – Cold Email 2 ; Full proof guide to cold email – Cold Email 3 ; Copywriting secrets

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