First vital Sales Steps that matter Vinay Kalyan Parakala - - PowerPoint PPT Presentation
B2B Startup First vital Sales Steps that matter Vinay Kalyan Parakala President Sales Enablement Society, Bangalore Sales Strategy Unraveled I keep six honest serving men, they taught me all I knew; Their names are What and Where
Vinay Kalyan Parakala President Sales Enablement Society, Bangalore
“I keep six honest serving men, they taught me all I knew; Their names are… What and Where and Who and How and When and Why.”
Key Q: Is your offering, Clear, Complete, Concise, Concrete & Correct (5C’s) ?
These steps overlap and are best deciphered together to define your Target Market and Target Customer
PAM: Potential Addressable Market TAM: Total Addressable Market SAM: Serviceable Addressable Market SOM: Serviceable Obtainable Market
Key Q: What is your 1st year’s revenue plan/What is your 1st year’s customer roster?
Suspect: List of companies in SOM Lead: Suspect companies that you should/can/have contacted Prospect: List of suspects who show interest
This is the high activity zone
Key Q: Who is your CRO?
GTM Go To Market plan Ideal Customer Vertical, Size, Type Buyer Personas Initiator, Influencer, Decision Maker, User Database A list of all individuals you would like to talk to Pitch Hook, Intro, Pain points, Story telling, Solution, Positive outcome Campaign Inbound and/or outbound Sales process Self service, Inside sales, Field sales, Channel sales Account Based Marketing (ABM)
Key Q: Are you being contextual?
Key Q: All bias aside, will you buy your product/service?
ASK ME…
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