Sales Manager

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Sales Manager by Mind Map: Sales Manager

1. Sales Tool

1.1. Elevator Pitch

1.2. Presentation Corp Pres

1.3. ShowCase

1.4. Fit Evaluation

1.5. NDA

1.6. PM's evaluation

1.7. Discovery

1.8. Need analys Pres.

1.9. Proposal in PPT

1.10. Proposal Legal

1.11. Close

1.12. Carnet de charge

1.13. SLA

1.14. Account Op's passation

1.15. Repeat and other opportinities

2. Competitors

2.1. Services

2.2. Products

2.2.1. Ascentium - Cactus

2.2.2. Hybris - iCongo

2.2.3. Demandware

2.2.4. IBM Websphere Commerce

2.2.5. Oracle -Endeca

2.2.6. GSI Commerce

2.2.7. Crossview

2.2.8. BluePort Commerce

3. Product and Services

3.1. MS services

3.1.1. BizCommerce

3.1.2. sharepoint

3.1.3. fast

3.1.4. Endeca

3.2. Overture

4. Training

4.1. Rainmakers

4.2. Sales is an art

4.3. Time

4.4. Phone RV

4.5. Probing

4.6. Fell felt found

4.7. SM Media eReputation

5. Uniqueness

5.1. Our differentiator

5.1.1. Ockestra magic quadran

5.2. Our leading advantages

5.2.1. Our Methodology (Agile + WaterFall) 20%, aside

6. Sales Focus

6.1. VAR

6.1.1. Microsoft

6.1.2. EPiServer

6.1.3. Agencies

6.1.3.1. Tink

6.1.3.2. William

6.1.3.3. Diesel

6.1.3.4. Publicis

6.1.3.5. Adviso

6.2. Direct

6.2.1. Go after iCongo and Ascentium customers

6.2.2. Voir Tip Top + Tristan + CH de Montreal + Papa Johns

6.2.2.1. Beyond the rack EDC Stapple

6.2.3. Some retailers

6.3. Biz Case + Need to have + Trophees Testamonial

6.4. Total 17 deals for 250K avrg each

7. Motivation

7.1. OffSite

7.2. Resto

8. TradeShows

8.1. eCommerce

8.1.1. WPC2012

8.1.2. Retail

8.1.2.1. eTailCanada

9. dBase to focus on

9.1. Top 500 most speak to

9.2. Top chosen verticals

9.2.1. Retail

10. Sales Process

10.1. dBase

10.2. Get info on clients

10.2.1. Site

10.2.2. Press Release

10.2.3. LinkedIn

10.2.4. Builtwith

10.3. Call - PRV

10.4. PPT intro

10.4.1. NetMeeting

10.4.1.1. confirmation to go to next step t explore

10.5. NDA

10.6. Discovery

10.7. 24 to 48 month commit relationship

10.8. Discorver Priorities

10.9. Bridge CMO and CIO

10.10. eCommerce Evolution

11. Sales Focus 1

11.1. 20%

11.1.1. B2B Portal

11.1.2. Search

11.1.2.1. FAST

11.1.2.2. FSIS

11.1.2.3. Endeca SAAS

11.1.3. SharePoint - Internal

11.2. 80%

11.2.1. B2C eCommerce

11.2.2. B2B ecommerce

12. 2012 Quarter focus

12.1. Q2-Q3

12.1.1. Canadian Top Retailer

12.1.1.1. $50-150$ sales = EPiServer

12.1.1.2. 500M + = Overture

12.2. Q4

13. Get Trust

13.1. Together Not a Treath

13.1.1. More Money

13.1.2. More sucess

13.1.3. IT Business Pro's - Rainmakers

13.1.4. Rainmakers

13.1.5. Its just a game

14. Sales Report

14.1. Weekly

14.2. CEO'S track

14.3. Top 25 accounts

14.4. Hot next 2 weeks close

14.5. Sales calls log in Dynamics

15. Sales Budgets

15.1. $8M

15.1.1. $6M eCommerce

15.1.2. $2M S/P int / B2B Portal / SEARCH

15.2. 12 x $250k

15.3. 25 calls semaines

16. Sales Reps

16.1. Farming - Nurture

16.1.1. Bernard

16.1.2. Tbd Account Manager

16.2. BizDev

16.2.1. Max

16.2.2. Tbd

17. 101 Traning

17.1. Ressource to use

17.1.1. last 25 PPT pitched

17.2. Product and Services

18. Attitude

18.1. Effect on Water

18.2. Perception of sales

18.3. Rainmaker

19. Introduction

19.1. via Louis

19.2. Not a treath

19.2.1. out of 150

19.3. Context for Orckestra

19.3.1. .net commerce platform

19.3.2. Omnichannel platform eCommerce

20. Q2 Focus on Market - Canada eComerce next step Omnichannel

20.1. dBAse focus canadian retailers

20.1.1. Upsell existing client on beyond de Shoppoing cart

20.1.2. BD Sharepoint ListCustomer Bernard

20.1.3. MAx Internet Ratai and Next 500

20.2. Elevator pitch

20.3. 5 slide PPT

20.4. NDA

20.5. Discorevry

20.6. Project tbd

21. Sales migratin process

21.1. My role

21.2. Train the rainmaker attitude

21.3. Have Fun

21.4. New expectations

21.5. Get a comitment to at least try

21.6. Tools

21.7. Let's do this together

21.8. Why ! 80% 20%

22. Sales Meetings

22.1. On project evolutons

22.2. on Revenue

22.2.1. Upsell

22.2.2. On suspects

22.2.3. Whats' HOT

22.2.4. On sales process

23. Change management

23.1. What are there fears

23.2. Work with them

23.3. Break the sales paradygm

23.4. Excite them to be top guns

23.5. Get their commit to at least try it out!

23.6. It's just a game

24. Rencontrer Partners

24.1. Microsoft

24.2. EpiServer

24.3. Endeca

25. eTail Canada

25.1. Elev Pitch

25.2. PPT intro

25.2.1. Demo

25.2.2. Testemonial

25.2.3. Case Studies

25.3. Booth if needed

25.4. conjunctoin with Episerver

25.5. Where you are to Whre our outta be!

26. Priorities

26.1. 1, improve your measurement methods. Start with better sales forecasting, measure the closing ratio per salesperson, research how many leads you need to close one sale. Better measurement of activity leads to a better understanding of what causes better results.

26.2. 2, improve your sales process. Look at every component and get your team to identify a better way to perform each task.

26.3. 3 take a look at your management process. How much time do you spend with top performers, helping them do better, work more efficiently, capture more opportunities? How much time do you invest in coaching poor performers who are unable to grow?

26.4. 4 how do you motivate your people? Ask your salespeople, "How am I doing?" or "What can I do to help you win?" or "How can I help you grow?" They will tell you where improvement is needed most - you only have to ask.

26.5. 5, commit yourself to never-ending improvement.

27. TOP

27.1. 1. Become a master of change.

27.2. 2. Earn their trust.

27.3. 3. Give feedback.

27.4. 4. Build enthusiasm.

27.5. 5. Get involved.

27.6. 6. Grow and Develop Your Team.

27.7. 7. Lead people to never-ending improvement.