Week 1. Effective lead generation and sales channels
Part A Active sales vs passive sales. Active sales channels and business development.
- Bidding on marketplaces.
- LinkedIn and social networks.
- Partners and referrers. A4. Conferences.
- Business trips.
Part B Effective leadgeneration. Lead classification. Sales funnel.
- What is leadgeneratioт and how we can organize the process.
- How to score leads and why it is important.
- Sales funnel. Customer and sales point of view.
Part C Divide the group on teams and present the task.
Week 2. Processes and automation tools.
Part A Sales person role in company activities. Productive cooperation with other departments.
- Client acquisition stages and salesperson role.
- Sales and marketing.
- Sales and production.
- Sales and accounting.
- Sales and BD.
Part B Tools & approaches to optimize the work. Personal processes automation.
- Big data approach to sales. Why to automate manual work?
- Leadgeneration tools.
- Mass sendouts.
- Why good CRM is important?
Week 3. Practice and cases
Part A Sales internal qualities description.
- Internal skills. A2. Necessary skills.
- Pshychology and motivation.
Part B Real world cases.
- Sales cases.
- Closing cases.
Part C Group task delivery.