This presentation was created for businesses that attended our lecture at Microsoft in June 2009. Key messages include how businesses can maximize their pipelines by integrating Sales, Social Media, Marketing and CRM as holistic business processes. The contents of the presentation were created and given by Sales Training Professional Tibor Shanto, President of Renbor Solutions; Intregrated Marketing Expert Andrew Ballenthin, President of Sol Solutions; CRM Expert Richard Bolton, Managing Partner at CRM Dynamics.
12. Sales Process - Overview Your Company Your Company and Customer Stalled Time Frame Identify Suspects Understand business driver: why buy? Create value proposition: why buy Your Company? Present value proposition: why buy now? Reach agreement and close Confirm value proposition: why buy Your Company? Identify Suspects Qualify as Prospect Close Qualify Opportunities & Commitment E E D G Engage Discovery Gain Execute Activity Objectives Tasks Tools Desired Outcomes Go – No GO Next Step