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- Sales Training Presentation
- Job responsibilities
- Company message
- Competitors
- Understand your products and services.
- Drive sales of your products and services.
- Achieve and then exceed your assigned sales quota.
- Represent the company to the marketplace in a professional manner.
- Who are we?
- Our market space and our profile
- What are our core values?
- Our mission statement
- What do we do?
- Our products and services
- What do we bring to the table?
- Our value proposition
- Who are our competitors?
- What do they do?
- What do they bring to the table?
- Prospecting and lead generation
- Planning sales calls
- Meetings
- Postcall follow-up
- Documentation
- Presentation
- Sign-off
- Identify current customer base.
- Identify and rank prospects.
- Schedule sales calls.
- Research prospect company.
- Identify audience.
- Define presales support (for example, engineers).
- Plan meeting agenda.
- Call and confirm meeting ahead of time.
- Make introductions.
- Define and then confirm prospect’s objectives.
- Define your objectives.
- Review business need.
- Identify contributing factors.
- Present possible solutions.
- Reach consensus (fit, no fit, investigate further).
- Send summary e-mail message or letter to prospect, and then follow up with a phone call.
- Thank prospect for meeting.
- Recap meeting.
- Review agreed-upon next steps.
- State future intentions.
- Notify appropriate internal resources (for example, engineer) for next-step assistance.
- Update account file or system.
- Update pipeline account data.
- Prepare appropriate documents.
- Review documents with prospect.
- Deliver final documents.
- Present proposal.
- Request the sale.
