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Sales & Proposal Process

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Anand Subramaniam
Anand Subramaniam
BusinessTechnologie
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Sales & Proposal Process Anand Subramaniam
Highlights ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What and Why ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Process ON CONFIRMED SHORTLIST DEMO (Pre-Sales) REQUIREMENT ESTABLISHED SUSPECT QUALIFIED NOT QUALIFIED SUSPECT CONTRACT / CUSTOMER PREFERRED VENDOR STATUS & NEGOTIATING
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SUSPECT QUALIFIED REQUIREMENT ESTABLISHED DEMO ON CONFIRMED SHORTLIST PREFERRED VENDOR STATUS & NEGOTIATING CONTRACT / CUSTOMER NOT QUALIFIED SUSPECT Vendor Milestones Customer Milestones Milestones must be accomplished prior to moving forward to the next stage. Sales Milestones
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SUSPECT QUALIFIED REQUIREMENT ESTABLISHED DEMO ON CONFIRMED SHORTLIST PREFERRED VENDOR STATUS & NEGOTIATING CONTRACT / CUSTOMER NOT QUALIFIED SUSPECT Selling Activities -------No Opportunity------------- -----------------Lost Opportunity----------------- Selling Activities
SUSPECT QUALIFIED REQUIREMENT ESTABLISHED DEMO ON CONFIRMED SHORTLIST PREFERRED VENDOR STATUS & NEGOTIATING CONTRACT / CUSTOMER NOT QUALIFIED SUSPECT Buying Activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Buying Activities
SUSPECT QUALIFIED REQUIREMENT ESTABLISHED DEMO ON CONFIRMED SHORTLIST PREFERRED VENDOR STATUS & NEGOTIATING CONTRACT / CUSTOMER NOT QUALIFIED SUSPECT Customer Roles Vendor Roles Partner/Other Roles ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Roles carry forward from each stage ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Roles
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],SUSPECT QUALIFIED REQUIREMENT ESTABLISHED DEMO ON CONFIRMED SHORTLIST PREFERRED VENDOR STATUS & NEGOTIATING CONTRACT / CUSTOMER NOT QUALIFIED SUSPECT Sales Toolkit ,[object Object],[object Object],[object Object],[object Object],Selling Tools
Demonstration Objectives Minimum Pain & Risk Best Solution Understand Their Business Issues Can Deliver the Solution Build Confidence
Further Considerations Don’t Demo Functionality State Business Objective then show how Tell a story – Prove your case Be an Entertainer Present the Problem then Solution Speak Simply Gain and Maintain Control Seek Confirmation from Audience
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Proposal Pointers
Proposal Process Client Executive Proposal Analyst ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Proposal Request Review Client Executive Sales Manager ,[object Object],[object Object],Discovery Client Executive Sales Manager ,[object Object],[object Object],[object Object],Qualification Accountable Person Action Required Proposal Process
Proposal Process (Contd) Client Executive ,[object Object],[object Object],[object Object],Acquire Approvals Client Executive, Proposal Analyst ,[object Object],Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Solutions Delivery ,[object Object],Client Executive ,[object Object],Client Executive ,[object Object],Client Executive, Solutions Delivery ,[object Object],Host Strategy Meeting Accountable Person Action Required Proposal Process
Proposal Process (Contd) Client Executive ,[object Object],[object Object],[object Object],Acquire Approvals Client Executive, Proposal Analyst ,[object Object],Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Proposal Analyst ,[object Object],Client Executive ,[object Object],Client Executive, Solutions Delivery ,[object Object],Client Executive ,[object Object],Client Executive ,[object Object],Client Executive, Solutions Delivery ,[object Object],Host Strategy Meeting Accountable Person Action Required Proposal Process
Proposal Process (Contd) Client Executive ,[object Object],Close Client Executive, Proposal Analyst ,[object Object],[object Object],[object Object],[object Object],Track Wins & Losses Client Executive ,[object Object],Orals/Demos Proposal Analyst, Client Executive ,[object Object],[object Object],Archive Proposal Analyst ,[object Object],[object Object],[object Object],Deliver to Customer Proposal Analyst ,[object Object],[object Object],Final Response Client Executive ,[object Object],Proposal Review Proposal Analyst ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Develop Proposal Accountable Person Action Required Proposal Process

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Sales & Proposal Process

  • 1. Sales & Proposal Process Anand Subramaniam
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  • 4. Sales Process ON CONFIRMED SHORTLIST DEMO (Pre-Sales) REQUIREMENT ESTABLISHED SUSPECT QUALIFIED NOT QUALIFIED SUSPECT CONTRACT / CUSTOMER PREFERRED VENDOR STATUS & NEGOTIATING
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  • 9.
  • 10. Demonstration Objectives Minimum Pain & Risk Best Solution Understand Their Business Issues Can Deliver the Solution Build Confidence
  • 11. Further Considerations Don’t Demo Functionality State Business Objective then show how Tell a story – Prove your case Be an Entertainer Present the Problem then Solution Speak Simply Gain and Maintain Control Seek Confirmation from Audience
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