Sales Process
27/10/2012
CRM : Customer Relationship
Management
21/10/2012
1
CRM : Customer Relationship Management
The aim : v to manage customer relationships v in an organized way supported by the salesprocess v based on v methodologies v softwares v collaboration : open/web, integrated/company server, ...
vResource SDRC : “0 Sales Process” PLM software
21/10/2012
2
Why do a company need a salesprocess? ?
21/10/2012
3
1
27/10/2012
Why do a company need a salesprocess? 1. “To guide company and salespeople the way to success
2. To appear a customer as a professional partner 3. To appear the competition as a uniform and effective combat enemy”
21/10/2012
4
A representation of a salesprocess
Targeting
1
Close
Approach
8
2
Agreement
Account
Planning &
Management
7
Assessment
3
6
4
Deployment
Vision
5
Proof
21/10/2012
5
A similar one : convergence of client goals and ability of the company
Proof
Deployment planning
Vision
Business Agreement
Order
Assessment
Approach
Business
Objectives
Team Build
Operate
Architect Solution
Acceptance
Implementation
SDRC:
Responsibility of Sales ends
isbuild work? in his the order pain? How to structurefor him?
Whatto thehe the the deal?
Who doeswe do solution?
How is get prospective time? can credibility? customer?
Can can does do for
Where wedo it?it us?me?
Whatdo of SDRC formargin
Responsibilitydohelp?achieved? for improvement?
How SDRCproject manager begins
Who muchwe havecost?
How can get started? could beit
Customer:
21/10/2012
6
2
27/10/2012
CRM : Customer Relationship Management
The need of a CRM : v building a database about its customers v storing datas at each step of the sales process v ranking contacts : suspects, leads, prospects, customers, …
vdescribing of v work flows v relationships
v helping salespeople for v reports v reminding
CRM : Customer Relationship
Management
21/10/2012
1
CRM : Customer Relationship Management
The aim : v to manage customer relationships v in an organized way supported by the salesprocess v based on v methodologies v softwares v collaboration : open/web, integrated/company server, ...
vResource SDRC : “0 Sales Process” PLM software
21/10/2012
2
Why do a company need a salesprocess? ?
21/10/2012
3
1
27/10/2012
Why do a company need a salesprocess? 1. “To guide company and salespeople the way to success
2. To appear a customer as a professional partner 3. To appear the competition as a uniform and effective combat enemy”
21/10/2012
4
A representation of a salesprocess
Targeting
1
Close
Approach
8
2
Agreement
Account
Planning &
Management
7
Assessment
3
6
4
Deployment
Vision
5
Proof
21/10/2012
5
A similar one : convergence of client goals and ability of the company
Proof
Deployment planning
Vision
Business Agreement
Order
Assessment
Approach
Business
Objectives
Team Build
Operate
Architect Solution
Acceptance
Implementation
SDRC:
Responsibility of Sales ends
isbuild work? in his the order pain? How to structurefor him?
Whatto thehe the the deal?
Who doeswe do solution?
How is get prospective time? can credibility? customer?
Can can does do for
Where wedo it?it us?me?
Whatdo of SDRC formargin
Responsibilitydohelp?achieved? for improvement?
How SDRCproject manager begins
Who muchwe havecost?
How can get started? could beit
Customer:
21/10/2012
6
2
27/10/2012
CRM : Customer Relationship Management
The need of a CRM : v building a database about its customers v storing datas at each step of the sales process v ranking contacts : suspects, leads, prospects, customers, …
vdescribing of v work flows v relationships
v helping salespeople for v reports v reminding