Sales Plan for SMEs Companies or Starups

Sales Plan

1. Roadmap & Sales Plan for Tech Solutions

2. Market Research, Database Generation & Management, Lead Generation & Management, MQL & SQL Identify potential Sales Enablers from CoEs . Identify & Train CoEs on Sales Presentaitons , PoC , Solution Building (RFP,RFQ), Consultative Selling, Cross-sell, Up-Sell. Discovery, Appointments Scheduling, Presentations & Product Demonstrations Campaigns would involve Email Marketing, Linked-in Sales, Inside Sales, Networking, Google Ads, Website, Blogging, SEO, w ebnair , Whitepapers etc.. 01 02 03 04

3. Resources Needed: The following R esources and T eam are needed : Data Research Team : Primary data research & List Building Content Developer : Development of call scripts and email templates Email & Social Media Specialist : Managing Email & Social Media engagements & keeping track of warm leads Sales Development Representatives : Trained to communicate with P rospect s effectively and are experienced enough to adapt to GAIAN style of working Senior Campaign Manager : W orking with and managing the Sales associates All infrastructure and services such as Separate Email domain, PCs , Phone/VoIP lines, Internet access, Databases viz.. Hoovers etc , H igh end- data research tools, CRM , call-back numbers etc . would be needed.

4. CoE’s Marketing and Sales Collateral , Case Studies, Data Points Previously successful email templates and call scripts (If Any) Email Address for the associates (Different Domain) Help in developing, de-duping and segmenting the database Inputs in developing the 'Call Guidance Scripts' & 'Email Templates' Help in training the Sales associates The Sales Ops Target/ prospect list and database development 'Pre-Calling' training of the associates Development of 'Call Guidance Scripts' & 'Email Templates' Call flow development and implementation Sales process implementation and quality assurance Weekly MIS reports

5. Activities: Database Generation and Management List building Database audit De-cluttering Condensation Verification Appending Lead Generation Contact discovery White paper syndication Email Marketing Event Marketing Website Lead Generation Social Media Network building PPC and paid campaign Lead Management Email programs Newsletter Management Blogging Content Management Online reputation Management Conversion Optimization Engagement Enhancements with Key accounts on SM Account Relationship

6. Activities: B2B Appointment Setting BANT qualified leads, Marketing Qualified leads/ Sales qualified lead/ Highly Qualified Lead Introduction Meeting Product Demonstration Networking Meeting CXO Meeting Consulting meeting Bespoke Event registration Key stake holder meetings Booth Meetings Webinar Appointments Events Roundtables Panel discussions   Market Research Desk Research for Industry, trends and company analysis Growth Acquisition CXO surveys Channel planning and studies Customer Analysis

7. Activities: Account based Marketing Services Account Mapping Competition Profiling Sales Intelligence Marketing Support Account based marketing campaigns   Sales Enablement Sales Coaching and certification Setting up of inside sales processes and systems Sales Technology evaluation and implementation Product Demos SME support (product demos, nurturing until closure)

8. Deliverables: » Service De li v e r a bl e s (Monthly) Number of data-points researched and Emailed: 1000 Per Month Number of dials made: 2000 Per Month Number of Right Party Conversations: 100 Per Month * Expected number of leads/ appointments: 7-10 Leads/ Appointment Per Month * With exception to first quarter , when the team is in the learning curve , Systems and Processes are being defined . Please note the number of Leads is considering the current recession mode , the numbers may vary and may go up once the situation improves. Lead Criteria From the designated industry and any ICP defined at the beginning of the campaign Roles - VP, Director, Functions, Senior roles in decision making, influencer roles , or a functional designation reporting to a CXO / final decision maker.    

9. Thank You