Competency: Sales
DEFINITION:
Sales is the process of understanding the needs/values of a customer/clients and selling them the solution(s).
STAGES: Understand - Develop - Convert - Measure
KEYWORDS: needs, values, objection handling, KPIs, strategy, goals, performance, feedback, influence, negotiation, sales training, conversion, irresistible offers, pipeline
BOOKS: Fanatical Prospecting, Way of the Wolf, 4 Disciplines of Execution, Book Yourself Solid
IT TOOLS: Hubspot, Salesforce
OUTLINE:
Understanding features/benefits the product or service, along with the target audience
Developing inbound (e.g. SEO, advertising, referrals) and outbound (e.g. prospecting, email marketing) routes to market, sales scripts and & sales pipelines
Converting potential clients across various platforms by making sales pitches, while checking which offer works the best through A/B testing
Measuring which markets, channels, scripts and sales platforms are performing best, along with the calculating lifetime value of clients and the cost of acquisition.
EXAMPLES:
(E.g. prospecting, email marketing, inbound calls, workshops, presentations, pitches, networking events, webinars, referral strategies, partnerships, website forms)
