This is a short presentation on how to sell in EU/US markets. It also contains links to tools, which can be used in your sales process.

1. AGILE SALES
How to sell in Agile way

2. What we have now
 TOO MUCH:
 - information
 - companies
 - competition
 - “valueable content”

3. Today’s customer expectations
 Each contact should be valuable for a
customer

4. Success depends on
 Your knowledge volume
 How your knowledge is valuable for customers
 The ability to work with current customer’s
situation
(Only 15% CEO state that meetings with sales rep were valuable, and
7% out of that agreed on future meetings)

5. A bit better
 Move on
 Be better day after day
 Small continuous improvements

6. Fast learning
 Divide in parts
 Sequence
 Links, connections, associations
 Free your mind
 Practice
 Priority

7. Minimal effective dose
 Focus on a “good enough” piece of information
 Focus on most valuable information

8. Some Questions to ask
 Which products / services were most profitable
last year?
 Which products are most attractive?
 If I were to sell only one product this year –
what would it be?
 What customers are most interested in?
 What are the most preferable industries?
 Do we depend on a season?

9. Learn abbreviation
 Wfh SOAP BPO
 Ooo FTP Drupal E-commerce
 Wtf SSH Joomla Wordpress
 Lol CMS CSS Magento
 Wow HTML/HTML5 KISS
 Tco CrossPlatform DRY
 Ebitda hardcode CC/BCC FYI
 Rest API DBA

10. What about Status Quo?
 Sales Benchmark Index – 60% of
opportunities is lost because of “no decision
was taken”

11. Status Quo Questions:
 What happens if leave everything “as is” (no decision)
 What would you gain from this change
 What would you lose in case of change
 What would you have if you don’t change
 What would you lose if you don’t change
 What is the impact on effectiveness? Costs? Profits?
Other departments?
 How does Status Quo affects goal achievement?
 What could the reason a company starts changes
 What would they run into in case of DIY?

12. Status Quo Questions – part2
 What do they buy now
 What can we offer, they don’t have
 Which changes can make them change their
mind

13. In case of emergency
 What happens if “cables” are out of order
 What are the direct expenses?
 What are the indirect expenses?
 Does it influence anything else? Is anything
happens to people and companies?
 Why didn’t they change anything else before.

14. Trigger Events
 Drupal 6 no longer supported
 Parse.com is closed
 New IOS version released
 New Android version released
 I’ve seen you posted a problem about….

15. Tools
 GoogleAlerts.com
 InsideView.com
 Data.com
 DiscoveryOrg.com
 ZoomInfo.com
 OneSource.com
 Hoovers.com
 Rapportive.com

16. Thanks to
Presentation was based on Jill Konrath book
“Agile sales”
Author of presentation: Alexey Grakov
Antalika.com – online auction software
VironIT.com – custom software development
Email: alexey@antalika.com