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КоординаціяBizDevкоманди
byOrysyaSklyarCEO&Founderatzozoola
9yearsinIT4YearsinMktandSalesMngmtHeadofSales&MarkeMngEngagementManagementHeadofLeadGeneraMonteamHeadofSalesOperaMons2yearsofonsiteworkinGlobalTechnologyCenterofMcCainFoods,Canada1yearofSalesandmarkeMngconsulMngofITstartupsandsmallbusinessNowCEO&FounderofNewBusinessAgency-zozoola
Sales Pipeline
Sales Pipeline
Look Take Measure Cashier Buy
Sales Pipeline
Lead Opportunity Project
Look Take Measure Cashier
Interest
Buy
Sales Pipeline
Interest Opportunity Project
Lead Opportunity Project
Sales Pipeline
Interest Opportunity Project
Lead Opportunity Project
Inbound
Outbound
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
Big IT Companies
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
10 3 6 5
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
10 3 6 5
SalesOperaMons
SalesCoordinator
SalesDirector
MarkeMngDirector
VPofMkt&Sales CMO/CSO
Control (Management)
Process
KPIs (+ Tracking)
Sales Targets
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
Small IT Companies
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
1 1 0 0
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
1 1 0 0
CEO
MarkeMng LeadGeneraMon Sales/BizDev Account
Management
1 1 0 0
Control (Micro Management)
Process Steps to execute
KPIs Let`s perform
Sales Targets Let`s sell
Lead Generator / Presales Manager
Lead Opportunity Project
Lead Generator
KPIs/ Management
Direct Management/ Training
Pipeline conversion
Salary
Incoming request processor Sales Manager/ Business Developer
Onsite Sales External Sales
Lead Opportunity Project
Management
Direct Management/ Training
Pipeline conversion
Salary
Incoming request processor
Stats on qualification; quality of leads
Management
Targets vs. Plans vs. Fact
Quality of customers
Salary + Commission
Sales Forecasts
Sales Manager/BizDev
$$$ Salary + %% Commission
Onsite Sales Management
KPIs and Sales Targets
CRM
Account manager
Lead Opportunity Project
Salary + Commission
Account Manager Management
KPIs and Sales Targets (DPM; Customer Satisfaction)
SALESisallaboutPEOPLE
“Self motivation is a necessity”
1. Ambitious 2. Overcoming fears: “In order to get rid of fear, do the
thing you fear, and the death of fear is certain. 3. Total commitment to success “I will be successful no
matter what”
Thankyou!
