Criteo - NOAH12 London
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How to Structure Sales Successfully, Keynote by Robert Lang - MD Central & Eastern Europe at Criteo at the NOAH 2012 Conference in London, Old Billingsgate on the 6th of November 2012.
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Criteo - NOAH12 London
- 1. HOW TO STRUCTURE SALES SUCCESSFULLY Robert Lang Managing Director Central & Eastern Europe November 6th, 2012 Copyright © 2012. Confidential
- 2. THE SECRET OF SALES:! BASICALLY, WE ALL KNOW HOW IT WORKS … WHAT CAN HELP IS A GUIDELINE OF DAILY ROUTINE THAT HELPS US ACHIEVE WHAT WE KNOW. Copyright © 2012. Confidential 2
- 3. GREAT PRODUCTS ! MAKE SALES EASIER • TOP FUEL FOR SCALABLE SALES IS TO HAVE A PRODUCT • IDEALLY ONE THAT SCALES • IF YOUR PRODUCT DOES NOT SCALE, YOU HAVE MORE THAN JUST ONE CHALLENGE IN GROWING YOUR BUSINESS Copyright © 2012. Confidential 3
- 4. CRITEO ALLOWS CLIENTS TO RUN THEIR DISPLAY ACCORDING TO THEIR KPIS. AND DOES THE REST new users active users dormant users visitors shoppers buyers CPC $1.35 $0.50 $0.75 Copyright © 2012. Confidential
- 5. BACK TO THE DAILY WORKOUT! SOME EASY RULES AIM FOR TWO, AND YOU‘LL END UP WITH ONE! ONE CLIENT PER DAY, NO MATTER WHAT! Copyright © 2012. Confidential 5
- 6. PLANNING & SCALING! KNOWING WHAT WHERE AND HOW YOU HUNT 80% of the speed and scale comes from knowing what to do – every day • Prospecting: what is a client and the according pitch • Focus: ‚No‘ or ‚not yet‘ are your best friends • Avoid channel conflicts with clear Roles and Responsibilities among salesteams. • Think, execute, recalibrate Copyright © 2012. Confidential 6
- 7. PLANNING & SCALING SALES PEOPLE ARE SMART, YOUR CHALLENGE IS TO SET AND IMPLEMENT RULES MAKING SALES TO CLIENTS EASIER THAN SALES INSIDE THINK YOUR INCENTIVATION MODEL THROUGH AND BE READY TO REVAMP NEXT PERIOD ONCE YOUR SALES TEAM HAS DISCOVERED THE SOFT SPOTS. Copyright © 2012. Confidential 7
- 8. FIRST THINGS FIRST! START ON THE TOP OF YOUR LIST – EVERYDAY! WHEN YOU ARE THROUGH WITH 1 THAT AND BEFORE CLIENTS ARE STARTING TO GET ANNOYED, MOVE TO NEXT POSITION IN 2 THE LIST. Copyright © 2012. Confidential 8
- 9. GET YOUR TEAM TO SET THE RIGHT PRIORITIES! ONLY ASK ABOUT THE BIG CLIENTS ON TOP OF THE LIST ASK TO SET UP MEETINGS FOR YOU WHEN YOU ARE IN TOWN (NEXT WEEK?) PUT A HITLIST ON THE WALL + CELEBRATE SUCCESS!!!… Copyright © 2012. Confidential 9
- 10. FOOT IN THE DOOR VS.! DOOR IN THE FACE In a world full of noise, there might be no more time for a full elevator pitch, so get to your recipients quickly Acid tests: • Do you get client’s attention within a LinkedIn contact message • Do your parents/kids understand what your product does? Copyright © 2012. Confidential 10
- 11. IT‘S ABOUT UNDERSTANDING CLIENTS BUSINESS! PLUS PEOPLE LIKE YOU TO TAKE INTEREST IN THEM SO BE Copyright © 2012. Confidential 11
- 12. BEE A BUSY BEE… Since luck seems to strike randomly, … you do well, giving your luck some exposure … and be there, when it strikes. Copyright © 2012. Confidential 12
- 13. REMEMBER One client a day! Copyright © 2012. Confidential 13
- 14. THANK YOU! Robert Lang Criteo Managing Director Central & Eastern Europe r.lang@criteo.com www.linkedin.com/in/RobertSLang Copyright © 2012. Confidential
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- 16. - w . a-o f ec. m w wn hc n r e o o en c - wt ro n ac n r c ti . m/o ho f e e tc e en - w .cb o. m/O H o f ec w wf e o k o N A C n r e a c en