Monday, April 26, 2010

A sales meeting got me thinking

A meeting today with a small group of new sales guys for the cross platform (Mac/Apple & PC) contact management software I'm overseeing got me thinking.

I went through with them the product and it's competitors looking at a SWOT analysis (Strengths, Weaknesses, Opportunities and Threats) for each. Looked at the potential triggers for purchase and potential problems it would solve, followed up by some marketing activity ideas to get them started.

But even after all that the question was - 'Where do I start? What businesses should I target?'

Yes it's too easy to get carried away and perceive that the whole world is a potential customer and you just end up spinning around not knowing who to talk to first. Been there, done that.

When you are starting out selling something new there is always a little trepidation - Will it sell? Can I sell it?

Making a few quick wins (sales) will boost confidence and give a chance to learn what makes the basis of a good sales presentation for this product.

So looking for the quick wins is probably the first step. You've probably done an exercise to identify your ideal customers and maybe broken them down by size/sector or similar. Within that is there an identifiable group who are in a position to make a quick decision and get the purchase under way?

We identified for our Contact Management product that we could be selling to sole traders who have a decent client/prospect base such as business coaches or trainers - these people want to maximise the return from their clients through repeat sales - and businesses with a sales team where the sales manager needs visibility of the sales process and manage his team effectively.

The sales manager sale will probably be larger but will take time as the proposal will have to go to the board of directors and there is a possibility that other competitive products will be evaluated before the sale is completed.

The sole trader sale on the other hand is a one-person decision process and they will arrive at that decision fairly quickly. It may not make the same profit as the larger deal but it gets one under the belt and builds that all important confidence and that was my advice to the guys today - get out there and network with those sole traders and learn!

1 comment:

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