There is such a segment of B2B sales. Everything seems simple: the company sells the company. But if you figure it out, then the manager sells to the client company. And the selling company should, at least, not interfere with this manager selling. Ideally, the company will also help its managers sell.
There are two situations:
- Come - sell!
- The manager is equipped with a "sales clip"
Option 1. Come - sell!
My first job in sales was exactly that. I went to work, the director gave me 3-5 booklets “about our good”. He said "read it, I'll ask tomorrow." And, by the way, he kept his promise, asked what I read about “the best good in the world”. After I read the booklets, I said “call” and a mobile phone was allocated. Where to call, to whom, what to say, why to speak and what to do if I am not sent - this remained beyond the bounds of training. “Well, okay,” I thought and started calling. Receive refusals, listen to how my more experienced colleagues call (now I understand that they did not call the cold, but to existing clients. And then I was young and inexperienced).
My ammunition, like many standard managers, looked something like this:
telephone
5 booklets about the best in the measure of "good"
peer conversations with existing clients (listen and repeat)
1 ( , )
, .
2. “ ”
:
. , . , –
: - , ? – ( , ) . – . , , , –
, , 3-5 , , . , ( , , ). -
( , CRM). . . , . , . , (, CRM )
, , . - .
, , , , “ ” ( ):
– . . ( - ) ( )
– . . , . . . , “” .
– . . “ ” ( ) ( . , )
– . , , , . , .
– . , . , . . , , , .
– “ ”. 18 CRM . , 1, -, . .
– “ ”. , . , . , , . …
?
, , . , , , – . , ...