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Sinopse

Precisa otimizar suas vendas e converter mais leads? Seja você uma equipe de vendas focada em B2C ou B2B, nosso Kit de Estratégias de Vendas (Parte 2) oferece uma abordagem abrangente para planejar e executar um fluxo de trabalho de vendas bem-sucedido, desde a geração de consciência pré-venda até a retenção e indicação pós-venda.

Este deck é dividido em uma seção B2C e uma seção B2B para fácil navegação e inclui ferramentas como Análise de Grupo Alvo, Funil de Vendas AIDA, Radar de Marketing, Análise ABC, Estratégia Pré vs. Pós Vendas, Perfis de Clientes Ideais, e muitos outros que você pode baixar e personalizar para qualquer força de vendas. Vamos explorar essas ferramentas e ver como elas podem ajudar a otimizar o processo de vendas e melhorar a comunicação com os clientes.

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While the content does not provide specific examples, many companies successfully use Pre vs. Post Sales Strategy. For instance, Apple Inc. uses pre-sales strategies like product teasers and announcements to generate interest. Post-sales, they offer excellent customer service and updates to keep customers engaged. Similarly, Amazon uses pre-sales strategies like personalized recommendations and post-sales strategies like easy returns and customer reviews to enhance customer satisfaction.

Some alternative strategies to the ABC Analysis for optimizing the sales process include the use of the AIDA Sales Funnel, Target Group Analysis, Marketing Radar, and Pre vs. Post Sales Strategy. These tools can help in identifying potential customers, understanding their needs and preferences, and developing effective marketing and sales strategies to attract and retain them. Additionally, creating Ideal Client Profiles can also be beneficial in optimizing the sales process as it allows the sales team to focus their efforts on the most profitable customers.

Global companies like Apple or Tesla can customize the AIDA Sales Funnel for their unique sales force by first understanding their target audience and their needs. They can then tailor the Awareness, Interest, Desire, and Action stages of the funnel to these specific needs. For example, Apple might focus on creating awareness about their innovative technology, while Tesla might generate interest through their commitment to sustainability. The Desire stage could be customized by highlighting unique features of their products, and the Action stage could be tailored to make the purchasing process as easy as possible for the customer.

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Análise de Grupo Alvo

Primeiro temos algumas ferramentas focadas em B2C. Uma estratégia de vendas bem-sucedida começa com a compreensão do seu mercado-alvo. Este slide de Análise de Grupo Alvo fornece esboços demográficos e psicográficos do seu segmento de mercado, que permitem uma abordagem personalizada para máximo impacto. Este exemplo mostra quatro maneiras comuns de abordar a análise de grupo alvo: Comportamental, Demográfica, Psicográfica e Geográfica.

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Understanding the target market can significantly impact the sales strategy of B2B-focused companies like Nvidia and Tesla. It allows these companies to tailor their approach for maximum impact. By understanding their target market's behavior, demographics, psychographics, and geography, they can develop a sales strategy that resonates with their potential customers. This can lead to increased lead conversion and sales.

Some alternative methods to Behavioral, Demographic, Psychographic, and Geographic approaches in target group analysis could include Technographic segmentation, which focuses on the technological capabilities and tools used by a target group. Another approach could be Firmographic segmentation, used primarily in B2B markets, which focuses on characteristics of organizations such as size, location, and industry. Additionally, Needs-based or Benefit segmentation can be used, which groups customers based on their needs or the benefits they seek from the product or service.

Global companies like Apple and Google can utilize the four common ways of target group analysis in their sales strategy by understanding and segmenting their market. Firstly, they can use Behavioral analysis to understand the purchasing habits, usage rate and brand interactions of their target group. Secondly, Demographic analysis can be used to segment their market based on age, gender, income, education and family size. Thirdly, Psychographic analysis can help them understand the lifestyle, values, personality and social class of their target group. Lastly, Geographic analysis can be used to segment their market based on their location, climate, region or country. By understanding these aspects, they can tailor their products, marketing and sales strategies to meet the specific needs and preferences of their target groups.

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Personalize este slide com base no seu produto e na marca da sua empresa, e concentre-se nos elementos mais relevantes.Por exemplo, se a sua marca enfatiza fazer os clientes se sentirem de uma certa maneira, como a Apple e seu marketing que evoca emoções, você pode querer priorizar mais elementos psicográficos para investigar como os valores dos clientes direcionam seus comportamentos.

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Apple's emotion-evoking marketing strategy is unique in its approach. It focuses on creating an emotional connection with its customers, often emphasizing the experience of using their products rather than the technical specifications. This is in contrast to many other tech companies like Nvidia, which often focus more on the technical aspects and performance of their products. However, it's important to note that each company's strategy is tailored to their specific target audience and product offerings.

Companies can focus on various psychographic elements to influence customer behavior. These can include values, attitudes, interests, lifestyle, personality traits, opinions, and activities. Understanding these elements can help companies tailor their products, services, and marketing strategies to meet the specific needs and preferences of their target audience. For instance, a company that understands its customers' values and lifestyle can create products and marketing campaigns that resonate with those values and fit into that lifestyle.

Global companies like Google or Tesla can customize their branding to evoke certain emotions in customers by focusing on the most relevant elements that align with their brand's values and mission. They can prioritize more psychographic elements to understand how customers' values drive their behaviors. For instance, they can use specific colors, logos, taglines, and advertising strategies that resonate with their target audience's emotions and values. They can also leverage storytelling in their marketing campaigns to create a strong emotional connection with their customers.

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Funil de Vendas AIDA

O funil de vendas AIDA representa Consciência, Interesse, Desejo e Ação. Ele ajuda a estruturar o pipeline de leads para garantir uma transição suave de potenciais clientes para clientes pagantes. Na parte inferior deste slide, use as barras de progresso para monitorar como todo o conjunto de leads se converte ao longo do tempo. À medida que os leads avançam pelo funil, as barras de progresso se estreitam para refletir a porcentagem de conversões em cada estágio.

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One example of a company that successfully used the AIDA model is Airbnb. They first create Awareness by using various marketing strategies like social media, SEO, and content marketing. They then generate Interest and Desire through their compelling website design and user-friendly interface, showcasing beautiful properties with clear and enticing descriptions. Finally, they prompt Action with a straightforward booking process, discounts for first-time users, and a secure payment system. This approach has helped Airbnb to significantly increase their conversions.

Some alternative strategies to the AIDA sales funnel in structuring the lead pipeline include the ACCA (Awareness, Comprehension, Conviction, Action) model, the REAN (Reach, Engage, Activate, Nurture) model, and the BANT (Budget, Authority, Need, Time) model. These models offer different perspectives and approaches to lead generation and conversion, and can be used depending on the specific needs and context of your business.

Global companies like Apple and Google can apply the AIDA sales funnel to optimize their lead conversion process by first creating Awareness about their products or services. This can be done through various marketing strategies such as social media marketing, content marketing, SEO, etc. Once the awareness is created, they can generate Interest among their potential customers by highlighting the unique features and benefits of their products or services. The next step is to create a Desire for their products or services. This can be done by showcasing how their products or services can solve the problems or meet the needs of the customers. Finally, they can prompt Action from the customers by providing them with easy and convenient ways to purchase or sign up for their products or services. They can also use progress bars to monitor how the entire pool of leads convert across time and make necessary adjustments to their strategies.

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Radar de Marketing

O Radar de Marketing destaca a importância de um forte mix de marketing e seu impacto no desempenho de vendas. A roda externa do radar identifica os principais canais de marketing e pontos de contato para alcançar os clientes. Indo para dentro, as métricas de sucesso críticas são definidas sob cada canal de marketing.

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Por exemplo, para um site, o objetivo pode ser atrair o maior número possível de visitantes, enquanto a estratégia de mídia social visa ganhar mais seguidores. Este slide ajuda a planejar e acompanhar seus esforços de marketing de maneira mais eficaz e identificar os canais mais promissores para gerar receita.

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Análise ABC

A análise ABC é uma técnica de controle de vendas para identificar grupos de clientes que geram a maior receita. As transações sob o grupo A são tipicamente baixas em volume, mas altas em valor. Por outro lado, as transações sob o grupo C são altas em volume, mas criam pouco valor. Onde o espaço permitir, personalize este slide adicionando detalhes de cada grupo de clientes para que os representantes possam desenvolver estratégias direcionadas.

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While specific company names are not disclosed, many businesses across various industries have successfully implemented ABC analysis in their sales strategies. For instance, retail companies often use this method to categorize their inventory based on value and sales frequency, allowing them to focus their efforts on high-value products. Similarly, manufacturing firms may use ABC analysis to identify and prioritize customers who bring the most revenue. It's a common practice in supply chain management and customer segmentation.

Some alternative sales control techniques that can be used in place of the ABC analysis include the XYZ analysis, the FSN analysis (Fast, Slow moving and Non-moving), the VED analysis (Vital, Essential, Desirable), and the SDE analysis (Scarce, Difficult, Easy). These techniques also help in inventory management and can be used depending on the specific needs and context of the business.

Global companies like Apple and Google can apply the ABC analysis in their sales control technique by identifying and categorizing their customer groups based on the revenue they generate. They can classify transactions under group A which are typically low in volume but high in value. These could be premium products or services that generate significant profit margins. On the other hand, transactions under group C are high in volume but create little value. These could be lower-cost products or services that sell in large quantities but yield smaller profit margins. By understanding these categories, companies can develop targeted strategies to maximize revenue and profitability.

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Estratégia Pré e Pós Vendas

Não é suficiente apenas fazer uma venda. Na verdade, as equipes de vendas mais bem-sucedidas entendem a importância de usar táticas pós-vendas para continuar o impulso ou até mesmo vender mais. Use este roteiro de vendas pré e pós para delinear tarefas e pessoal chave que são cruciais para criar uma experiência de cliente de ponta a ponta.

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Some common misconceptions about the importance of post-sales tactics in the sales process include the belief that the sales process ends once the sale is made, that post-sales tactics are not as important as pre-sales tactics, and that post-sales tactics do not contribute significantly to customer retention or upselling. However, successful sales teams understand that post-sales tactics are crucial for maintaining momentum, upselling, and creating an end-to-end customer experience.

Some alternative strategies to create an end-to-end customer experience include focusing on customer service, personalizing the customer journey, using customer feedback to improve, and leveraging technology to enhance the customer experience. It's also important to ensure seamless communication and interaction across all touchpoints, and to provide value at every stage of the customer journey.

Global companies like Apple and Google can implement post-sales tactics to enhance their customer experience by focusing on customer satisfaction and loyalty. This can be achieved by providing excellent customer service, offering product support, and creating loyalty programs. They can also use customer feedback to improve their products and services. Additionally, they can offer upgrades or additional services to existing customers, which not only increases revenue but also enhances the customer experience.

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Por exemplo, gerentes de contas e gerentes de comunidade podem auxiliar na etapa pós-serviço do funil de vendas para manter os clientes satisfeitos e incentivar referências. Essas caixas podem ser editadas, excluídas ou adicionadas com base na estrutura organizacional única de uma equipe.

Perfil do Lead

Agora vamos entrar em mais ferramentas focadas em B2B. Como o fluxo de trabalho de vendas para clientes corporativos exige muito mais esforço e envolvimento individual, é importante que as equipes de vendas primeiro identifiquem leads de alta qualidade para garantir o sucesso futuro.Uma abordagem para desenvolver um perfil ideal de cliente, ou ICP, é considerando 1) o perfil da empresa, 2) o perfil do comprador e 3) a persona do usuário principal.

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I'm sorry, but the content provided does not include a real-world example of a successful application of the ICP approach in a global company. However, many global companies such as IBM and Salesforce have successfully applied the ICP approach to identify high-quality leads and streamline their sales process.

Some alternative methods to identify high-quality leads in B2B sales include using predictive analytics, leveraging social media platforms, attending industry events and webinars, and utilizing content marketing strategies. Additionally, referral programs and customer testimonials can also be effective in identifying high-quality leads.

Companies like Google or Tesla can apply the concept of an Ideal Client Profile (ICP) in their B2B sales strategies by identifying high-quality leads that match their ICP. This can be done by considering the company profile, the buyer profile, and the primary user persona. For instance, they might look for companies that are in a certain industry, of a certain size, or have a certain budget. They might also look for buyers who have a certain job title, level of seniority, or set of responsibilities. Finally, they might look for users who will be using their product or service in a certain way. By focusing on these high-quality leads, they can ensure a more successful sales process.

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Identifique a organização alvo e suas particularidades. Em seguida, restrinja ao perfil do comprador para identificar suas necessidades e motivações. Esta é a pessoa que precisa ser mais convencida, pois toma a decisão final de compra.

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Então, finalmente, pense sobre o usuário principal e o que ele precisa no dia a dia. Incluído aqui também está uma visualização mais simplificada que resume todas as informações que foram abordadas nas etapas anteriores.

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Preços de Conta

A tabela de preços interna é diferente de qualquer informação de vendas voltada ao público. Seu objetivo é analisar qual nível de conta gera mais receita ou a maior margem, e, portanto, merece mais atenção. Observe os alvos de vendas para cada nível. Neste exemplo, o foco atual da equipe de vendas é atrair mais contas de negócios. Com uma meta de vendas definida para cada tipo de conta, os representantes podem sempre consultar esta tabela para tomar decisões baseadas em dados para ajustar suas estratégias de vendas.

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There are several strategies to funnel in more Business accounts. Firstly, identify your target audience and understand their needs. Tailor your product or service to meet these needs. Secondly, use targeted marketing strategies to reach out to these businesses. This could include online advertising, email marketing, or even direct outreach. Thirdly, offer incentives such as discounts or exclusive deals to businesses that sign up. Lastly, provide excellent customer service to retain these businesses and encourage word-of-mouth referrals.

Sales representatives can use data-driven decisions to adjust their sales strategies by analyzing the revenue or margin generated by different account tiers. This analysis can help identify which tier deserves more attention. For instance, if the data shows that Business accounts are generating the most revenue, the sales team can focus more on funneling in more Business accounts. Sales goals set for each account type can also guide reps in making data-driven decisions. By referring back to these goals, reps can adjust their strategies to ensure they are targeting the right accounts and meeting their sales targets.

Setting sales goals for each account type is crucial for several reasons. Firstly, it helps in identifying which account tier generates the most revenue or the highest margin, and therefore deserves more attention. Secondly, it provides a clear direction for the sales team, enabling them to focus their efforts effectively. Lastly, it allows for data-driven decision making, enabling sales reps to adjust their strategies based on the set goals.

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Conclusão

Para ferramentas adicionais para definir marcos, explore os painéis de vendas incluídos neste deck, bem como a cadência de 30-60-90 dias dos alvos de vendas.Maximize seu potencial de vendas com o Kit de Estratégias de Vendas (Parte 2), que você pode baixar e personalizar agora mesmo. Ele fornece tudo o que uma equipe de vendas precisa para obter aquele [EDQ]Sim[EDQ].

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