Four-Step Sales Process

“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

 

For Canadian and USA Companies Entering EMEA 


For EMEA Companies entering Canada and USA