Global sales - a few insights

1. Global sales – a few insights

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May, 2017:CBDO and Partner @Mangosoft. Outsourcing&Offshoring company
with technical expertise in web and mobile development servingcustomers
worldwide.
May, 2017:CBDO and Partner @Kevuru, game development and art studio
focusing on creating great games for topcompanies all our the world.
April, 2015 – may, 2017: Head of Business Development @QATestLab,
independent QA and software testing provider, the company with 7 offices in
Ukraine and 100+ clients all over the world.
2008 – 2014: Managing Partner @Daytrader, b2c segment, access to NYSE and
NASDAQ re-seller. In 2012 together with the development team from Lviv launched
first Ukrainian trading platform with access to international stock exchanges.

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ACTIVE SALES VS. PASSIVE SALES VS. BIDDING
Passive sales (inbound) – customers find us through online search,
websites, different blogs, advertising etc. (thanks to marketing activities).
Bidding – search for relevant requests on marketplaces and exchanges
(Upwork, Guru,Twago, Weblancer etc.)
Active sales (outbound) – customers are found by sales team.

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Main questions
Strategy
People&Processes
Execution&Automation

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Strategy

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4 steps to go
1.Target domains.
2.Target geography.
3. Client profile: company size – position.
4. Ready-to-market cases.

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Sales vs Marketing

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People&Processes

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Outbound Sales Channels: types
1. Existing data base from lead generation
2. Social sales
3. Parners and referrers network
4. Recommendations and introductions from existing customers
5. Conferences
6. Road shows

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Sales Channels: effectiveness
Lead Generation: 5-7% of sales:
* LinkedIn – 3%
* Emails: 4%
Recommendations from existing clients: up to 10%
Partners&Referrers: 30-35%
Road Shows and Conferences: up to 50%

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LinkedIn Outreach:
• LinkedIn_BoT
• LinkedIn Helper
• Sales Navigator
Email Outreach:
• Anyleads (Company Miner)
• Hunter (Bulk) + manual
• Sales Navigator (manual)
• Mailshake
Tools Overview

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Sales Team
Separate roles KPIHierarchical structure Motivation

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KPI
The presence of metrics:
* Gives an understanding of the intensity and effectiveness of the movement.
* Sets clear goals that are clear to all.
Examples of metrics for different positions:
* Lead Generator: collect 5 000 contacts, 2 000 emails per week.
* SDR: 2 mass send outs - 1 000 each per week; 2 meetings.

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Warm
lead
Hot
lead
Client
Cold
lead
Former
client
 Test project
 Project negotiations
 To contact
 The contact is made
 Interested
 The presentation is held
 Project evaluation
 Interested in the future
Lead lifecycle

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Execution&Automation

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Lead Search
How it works
Mail Search Mail
Confirmation
Cold Mail
(outbound)
CRM Mail
Follow-up e-
mail
Search tool
LinkedIn
Helper
LinkedIn Bot
YES
NO
YES
NO
Database
NO
YES
Manual Mail
Collection
Sales FunnelCustomer

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LinkedIn: https://www.linkedin.com/in/antonbaranovskyi/
Skype:
anton_baranovskiy
Contacts