“Our customers expect us to develop new market sectors quickly and effectively, as a result of this Omniglobe’s sales team follows an extremely well-organized four-step process to market our vendors products.” – Zora Arnautovic (Managing Director)
STEP 1: PREPARATION
STEP 2: LAUNCH
STEP 3: BUSINESS DEVELOPMENT
STEP 4: ACCOUNT MANAGEMENT
STEP 1: PREPARATION
Aligning our Sales Team for Major Account Selling
Professional Sales Skills Training Programs: Training on-site, obtain understanding of the company, its product range, applications, current markets, and get to know the teams
Account Mapping: Jointly identify main players, key target customers and competitors
Draft sales strategy, target markets and distribution channels
Introduce new product to our Sales team to share market expertise, contacts and prospects.
STEP 2: LAUNCH
Contact existing leads, utilize our network
Make personal contact, through phone calls and visits, to introduce the product range to new customers
Maintain close follow-up, build relationships
Visit & walk the key industry exhibitions for target applications
Understand and balance cultures and mentalities between home and targeted countries
Identify end-user needs and translate to product features
Submit progress reports to principal, with regular reviews and adaptations.
STEP 3: BUSINESS DEVELOPMENT
Present product to the decision makers in the key functions of engineering, purchasing, quality and finance, and understand their needs
Build solid relationships, pay regular visits, also together with principal.
Obtain RFQs, support quoting process with principal, present offer to customer
Regular, persistent follow-up with decision makers to close orders
Deliver pro-active service support, ensure accessibility for customers to become the easy-to-work with supplier.
STEP 4: ACCOUNT MANAGEMENT
Acquiring additional revenue streams from existing clientele as well as bringing on new customers who can benefit from the product offerings
Lobby; regular contacts with all involved departments
Support daily sales operations, claims, payments and delivery issues
Secure existing projects; identify incremental sales opportunities and future projects
Make joint visits with principal executives to customers
Do reporting, budgeting and forecasting as per directions of principals