Sales Strategy & Operation Process

Owned by Mushfiqur Rahman
Last updated: Nov 07, 2023
3 min read

Team: 

  1. Business Development Lead

  2. Business Development Executive (Pre Sales) 

  3. Business Development Executive (Post Sales) 

 

Particulars

2020-2022 Strategy

2022-2023 Strategy

Focus

  1. Acquisition

  1. Profitability

Target Customer Group

  1. Open Market- Brand+ SME

  1. Medium & Top Brand 

 

Sales Strategy:

  1. Lead or Service based Brand/ ICP

  2. Direct to Customer– Piloting– RoI– Future Benefits/ Acquisition

  3. Solution + Advisory/ Commercial 

  4. FR Solution ( Last Mile) + BI + KPI/SLA + CXM / Additional

 

Pre - Sales Operation Details:

  1. Ideal Customer Persona: According to Target Access Market analysis needs to understand where the Target Customer is Ideal Customer or not

  2. Lead Generation : Lead generation from CS, Known Professional Circle or direct visit to customer office and collect Right Point of Contact like Head of Marketing or Head of Customer Service or Head of Digital etc.

  3. Lead Approach: Contact with POC and introduce CommEngine and ask for a physical or online introductory meeting. If possible, get some insights and challenges in Social Media management through survey Question.

  4. Social Media channel Analysis: Social Media Channel like facebook Page analysis, deeply dig down their problem. Prepare a presentation according to Insight.

  5. Presentation: Pitch the presentation and discuss challenges and problems. Discuss how CommEngine can solve their problem through CxM strategy.

  6. KYC: Properly collect insights from customers through Survey Questionnaire

 

 

 

Sales Operation Process ( Brand Procurement Phase) Details:

  1. Piloting: Ask them for 7 days to 15 days Piloting for better understanding,

  2. Commercial Send: According to customer needs prepare and send them Commercial Proposal ( Subscription Fees & One Time charge)

  3. Discussion & Confirmation : After following up the customer, we need to discuss the final proposal and get confirmation in mail.

  4. Customer Experience Management Strategy Build: Build CxM strategy with Brand which is the blue book of Customer Communication, Lead Management and  Required Analytics

  5. Workshop: According to CxM Strategy , start workshop and build Tag, Templates, Product Details etc. whatever need to serve.

  6. Agreement & Onboard CE: Prepare agreement , Sign up that and Onboard Social Channel with CRM . 

 

Sales Process Flow:

According to the Sales Strategy for the year 2022

Target Customer Group:

  1. Medium Brand

  2. Top Brand

Concern: 

Focus: Customer Acquisition

Goal: Goal: Connect 30 Clients to keep MS Azure as a tech partnership

ICP Analysis:

  1. Social Media channel Analysis

  2. Find their present strategy

  3. Existing Loophole 

  4. Intention and expectation from Social Media

  5. Prepare a Revamp

Find The Right PoC: Head of Marketing//Head of Digital communication// Head of Customer Experience or Service management with cell no. & email ID

  1. Call the PoC & Introduce CE in 2 minutes and ask for a physical or online meeting.

  2. Followup: If not receive the call send an introductory text in Bangla/English which read in 2 min with 2 min video and deck link. Re-call again after 1 day and ask for a physical or online meeting.

  3. If failed to reach PoC go for a sudden visit.

Introductory Meeting & Presentation:

  1. Discuss the Benefits of CE

  2. Ask the Survey Questions

  3. Understand their intention

  4. Present CE as per their concern

  5. Creating needs & Let them understand the value of DATA

Followup: Call to PoC .If not receive the call send a text in Bangla/English to PoC for the next action point. If failed go for a sudden visit.

Ask for Piloting:

  1. Design a Quick CxM (sort)

  2. Onboard Brand pages

  3. Focus on 2 to 4 key requirements, not all

  4. Supervise the process

  5. Monitoring the Operations

  6. Prepare a Short Report on Piloting

Followup: Call to PoC .If not receive the call send a text in Bangla/English to PoC for the next action point. If failed go for a sudden visit.

After Piloting  Discussion:

  1. A short presentation regarding the last workshop

  2. Focus on Key objective

  3. Make a synopsis of the Workshop Outcome

Followup: Call to PoC .If not receive the call send a text in Bangla/English to PoC for the next action point. If failed go for a sudden visit.

Commercial Proposal Send &  Meeting:

  1. Send Baseline Quotation as per CE Strategy

  2. Must create a win-win situation

  3. The valuation should cover ROI

  4. Discuss procurement

Followup: Call to PoC .If not receive the call send a text in Bangla/English to PoC for the next action point. If failed go for a sudden visit.

Agreement & Onboard:

  1. Get PO confirmation

  2. Prepare SLA, NDA

  3. Sign up for the agreement

We can also find at https://docs.google.com/spreadsheets/d/1gdC3HGADckU36V_XIQZ4macr9ID4Rt8c/edit#gid=1232144788