1. DELEGAR
1.1. ACOMPAÑAR
1.1.1. What is the key messaging and positioning for the service offer? (Pain, alternatives, solution)
1.1.2. How do we communicate internally?
1.1.3. How do we communicate externally?
1.2. CORREGIR
1.2.1. Marketing Programs (Installed base versus new prospects)
1.2.2. Advertising (Publications, etc.)
1.2.3. Analyst Relations (Target Analysts)
1.2.4. Public Relations
1.2.5. Events (Trade shows, SEO/SEA, Seminars)
1.2.6. Webinars
1.3. EDUCAR
1.3.1. How do we generate and qualify new leads for the target offer?
1.3.2. Prospect Lists
1.3.3. Key Questions to Ask
1.3.4. Sales Collateral
1.3.5. Presentations
1.3.6. Data Sheets
1.3.7. White Papers
1.3.8. ROI Tools
1.3.9. Other Sales Tools (web site, etc.)
2. TOMA DE DESICIONES
3. CARACTERÍSTICAS
3.1. EFECTIVIDAD
3.2. COMUNICACION
3.3. TRABAJO EN EQUIPO
4. LADRONES DEL TIEMPO
4.1. FALTA DE INFORMACION
4.2. COMUNICACIÓN LENTA
4.3. DESORGANIZACION EN LABORES
4.4. EXCESO DE URGENCIAS
4.5. INTERRUPCIÓN CONTANTES
4.5.1. Training
4.5.2. Channels
4.5.3. International
4.5.4. Public Sector
4.5.5. Sales
4.5.6. Marketing Communications
4.5.7. Product Management
5. COMPROMISIS ESENCIALES
5.1. PRINCIPIOS
5.1.1. INTEGRIDAD
5.1.1.1. RESPETO?
5.1.2. CONFIDENCIALIDAD
5.1.2.1. NO DIVULGACION
5.1.3. DESEMPEÑO
5.1.3.1. Buyer Profile
5.1.3.1.1. Title
5.1.3.1.2. Industry
5.1.3.1.3. Geography
5.1.3.1.4. Business Size
5.1.3.2. Influencer Profile
5.1.3.3. User Profile
5.1.3.4. What do customers want and need?
5.1.3.5. What business problems do each of these customers have?
5.1.4. OBJETIVIDAD
5.1.4.1. New Prospects
5.1.4.1.1. How much of each target segment have we penetrated?
5.1.4.1.2. How much opportunity is available in each target segment?
5.1.4.2. Existing Customers
5.1.4.2.1. Can we up-sell existing customers?
5.2. TRABAJO EN EQUIPO
5.2.1. CREATIVO
5.2.1.1. What are we selling?
5.2.1.2. Product Definition
5.2.1.3. Pricing
5.2.1.4. Packaging
5.2.1.5. Positioning
5.2.2. UTILIZA TECNICAS
5.2.2.1. What is the Value Proposition to the Customer?
5.2.2.2. What pain are we solving?
5.3. APROVECHAMIENTO DEL TIEMPO
5.3.1. PLANIFICACION
5.3.1.1. Revenue and P&L Forecast (5 Years)
5.3.1.2. Revenue should be split out quarterly
5.3.2. EJECUCION
5.3.2.1. Should include a description of the costs in entering this business and profitability analysis
5.3.3. RETROALIMENTACION
5.3.3.1. P&L for the offer to include gross margin, net income and break even analysis.
5.4. COMUNICACIÓN ASERTIVA
5.4.1. CONFUSION DE PRIORIDADES
5.4.1.1. Direct Sales Strategy
5.4.1.2. Inside Sales Strategy
5.4.1.3. Channel Sales Strategy
5.5. OBJETIVOS
5.5.1. CONCRETOS
5.5.2. ALCANZABLES
5.5.3. MEDIBLES
5.5.4. EVOLUTIVOS