Sales November

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Sales November by Mind Map: Sales November

1. Fridays: Outside

1.1. Cleveland, Cinci Road Trips

1.1.1. Team

1.1.2. Individual

1.2. Local Lead Gen

1.3. Set Appts Through Week for next week

1.3.1. Who do you want to work with?

1.3.2. Ask For Referals

1.3.3. Swing Doors Near Initial Prospect

2. Contests

2.1. Sales

2.1.1. Situational Analysis / Drivers What is driving us to do this? SWOT Analysis Strengths Weaknesses Opportunities Threats Customer Findings - What have we learned from customers?

2.1.2. Competitive Analysis Do we have competitors and threats in these target markets with the proposed offerings? What are our competitors doing and how are they positioning? How do we position against each competitor?

2.1.3. Target Customer(s) Buyer Profile Title Industry Geography Business Size Influencer Profile User Profile What do customers want and need? What business problems do each of these customers have?

2.1.4. Customer Segmentation Which customers or sets of customers do we sell to? What are the target market segments that we want to go after? What are the distinct problems for each segment of the market?

2.1.5. Total Available Market New Prospects How much of each target segment have we penetrated? How much opportunity is available in each target segment? Existing Customers Can we up-sell existing customers?

2.2. Appt Set/Wk

2.2.1. Service Offer What are we selling? Product Definition Pricing Packaging Positioning

2.2.2. Value Proposition What is the Value Proposition to the Customer? What pain are we solving?

2.3. Friday Leads

2.3.1. Sales Strategy Direct Sales Strategy Inside Sales Strategy Channel Sales Strategy

2.3.2. Partner Strategy Channel Strategy What 3rd party channels should we consider for reselling this service? Technology Partnerships What technology vendors (if any) do we need to work with to execute on this plan? Solutions Partners

2.4. Cash Spiffs

2.4.1. Positioning & Messaging What is the key messaging and positioning for the service offer? (Pain, alternatives, solution) How do we communicate internally? How do we communicate externally?

2.4.2. Promotion Strategy Marketing Programs (Installed base versus new prospects) Advertising (Publications, etc.) Analyst Relations (Target Analysts) Public Relations Events (Trade shows, SEO/SEA, Seminars) Webinars

2.4.3. Demand Generation & Lead Qualification How do we generate and qualify new leads for the target offer? Prospect Lists Key Questions to Ask Sales Collateral Presentations Data Sheets White Papers ROI Tools Other Sales Tools (web site, etc.)

2.5. Time Off

2.5.1. Numbers, budget, waterfall, break-even (cost>leads>trials>deals)

2.5.2. Sales Programs

2.5.3. Accelerated Learning Strategy, Controls, Metrics

2.5.4. Include feedback loops

2.5.5. Include financial metrics (definition of success)

2.5.6. Pipeline reports, etc…

2.6. Dinner Nice Restaurant

3. Goals

3.1. 40k New Biz Per

3.2. Finalize KPIs

4. New Things To Sell

4.1. SEO Packages

4.1.1. Southeastern

4.1.2. School and Office

4.1.3. The Mohicans

4.1.4. WC&A

4.2. Marketing Packages

4.2.1. Web Projects

4.2.2. App Projects

4.2.3. Market To CRM New Leads Day 1-7

4.2.4. Strategies/Tactics Budgets Goals Offers/CTAs Mediums Result Tracking

5. Ongoing Training

5.1. Objection Handling

5.2. Generating Own Leads

5.3. Advanced Rapport Building

5.4. Negoatiation

5.5. How to Pitch/Sell SEO