Sales Force Automation Systems, acompañando una metodología de ventas

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Next generation SFA
Shift automation to assistance
Toshikazu Yokoi
@yoko_g
G-Mind. co, ltd

2. INTRODUCTION

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TOSHIKAZU YOKOI

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Situation in Japan
CULTURE OF JAPAN

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SYU – SHIN – KO – YO

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NEN – KOU – JYO - RETSU

8. ISSUE

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Issue in sales

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SFA

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SALES FORCE AUTOMATION

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IS THE TOOL FOR ANYONE?

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Why we choose the concept
後の機能
の話

14. SOLUTION

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Action plan on long term
Make the market and grow
Tool is for themself
SUGERENCIAS
CONCEPT

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Iceberg
ICEBERG

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ICEBERG
Lead
Opportunity
Potential customers
Lead
Opportunity
Potential customers

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FOUR LISTS & THREE ARROWS
1st Arrow
2nd Arrow
GOAL!!
List of massive
List of approach
List of target
List of
Opportunity
3rd Arrow

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FOUR LISTS
GOAL!!
List of massive
List of approach
List of target
List of
Opportunity
EXISTING SFA
Existing customers

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ACTION
?
?
List of massive
List of approach
List of target
List of
Opportunity
?

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Three arrows
Mr. Mouri
1497 - 1571

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DESTACADOS
CYCLIC ToDo MANAGEMENT
TARGET STATUS MANAGEMENT
STARTING POINT MANAGEMENT
THREE ARROWS

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This month One month later Two month laterThree month laterFour month later
FIRST ARROW
Oct Nov Dec Jan Feb
Now

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SECOND ARROW
Target status Number of visit
A Once / a month
B Once / two months
C Once / three months
D Once / six months
E Once / a year
X Out of target
Oct Nov Dec Jan Feb
B
A
This month One month later Two month laterThree month laterFour month later
Now

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THIRD ARROW
Oct Nov Dec Jan Feb
This month One month later Two month laterThree month laterFour month later

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CREATED TASK
Oct Nov Dec Jan Feb
This month One month later Two month laterThree month laterFour month later

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CYCLIC ACTIONS
List of Massive
list of Approach
List of Target
1st Arrow
Starting point
management
2nd Arrow
Target status
management
3rd Arrow
Cyclic ToDo
management
GOAL!!
CHECK DO
ACTION PLAN
List of
Opportunity

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¡GRACIAS!
yokoi@g-mind.co.jp
@yoko_g
facebook.com/
toshikazu.yokoi
Toshikazu Yokoi