|
Perfect
Operation Sales Process
| P
= PROSPECT |
Prospect
lead received - refer to their website -Make initial contact |
| E
= EXPLAIN |
Explain
Your company and product benefits - Go through Your website |
| R
= REVIEW |
Review
Prospect's company profile and applications needs |
| F
= FORCE |
Force
positive action (NDA, RFP/Q, meeting, lit, application conference
call) |
| E
= EVALUATE |
Evaluate
sales opportunity (BOTH: Will they buy anything / will it be Yours)
|
| C
= COMPETE |
Compete
(Identify: in-house? external? Research / define Your advantages) |
| T
= TRIAL |
Trial
/ demonstration to be arranged and managed |
| O
= OVERCOME |
Overcome
objections from trial / demo |
| P
= PROPOSE |
Propose
and quote Your solution |
| E
= ELIMINATE |
Eliminate
competition with application, benefit and price advantages |
| R
= REFERENCE |
Reference
customers & contacts, recently re-qualified - Give to Prospect |
| A
= APPROVE |
Approval of Business Case Document & Your Proposal worked through
each level of Prospect's approval organization -work as "Partner"
with Prospect |
| T
= TRACK |
Track
Prospect's purchase order preparation and signature process |
|
I = INVESTIGATE |
Investigate
any delays, last minute hitches - immediately |
| O
= ORDER |
Order
in house - make sure it is as expected and agreed with customer |
| N
= NURTURE |
Nurture
Customer - New /add-on sales opportunity - reference source - repeat
PERFECT OPERATION. |
Marketing
Quality
The quality of strategic marketing analysis and
implementation in most high tech companies is appalling.
Take it seriously. Dare to be unique. Own
your own market niche.
Late Product
Releases
Why does almost every product development project in every company miss
its schedule?
One of the biggest reasons is that they are created "upside-down".
Next time try STARTING with the user interface design and give it to "Marketing"
to review with the target customer.
You'll be amazed
at the difference!
Is your
company unique?
TEST: Look at
any product brochure or advert. Cover up the name of the company/product.
Now see how many other products or company names you could substitute
and still have it read accurately.
Is your
company memorable?
TEST: Separate
the "tag" lines (e.g. Avis's "We Try Harder") from
their respective company names. Make a list of companies on one page and
tag lines on another. Now see how many of your colleagues can pair them
correctly.
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