1. Sales functions of PMOlena Zanichkovska

2. About me Project manager with over 7 years of experience in project management with the main emphasize on complex web solutions. Managed teams up to 40 people, using both Agile/Scrum and Waterfall methodologies. 4+ years experience in Program Management. PhD in Management Business Development Managerhttp://www.linkedin.com/in/zanichkovska 3. Introduction 4. IntroductionWhere the money come from? 5. IntroductionMoney come from the Customers! 6. Where do Customers come from? Marketing generated leads (web sites, events, social mediaetc.) Networking Referrals Repeated sales (existing Customers) Active Sales 7. Where do Customers come from?Up to 80% of cash flows per year are generated by theexisting Customers: Existing projects prolongation; New services for the existing Customers; Referrals from the existing Customers. 8. Why existing customers? Winning new customers is always more expensive than keeping theold ones; Deeper partnership with the customer makes it much more difficultfor the competitor to wedge into the relationship; Low barrier of contact; Understanding of the Customers business. 9. Why existing customers? VSButterfly stage Diamond stage 10. Why PM? Knowledge of the Customers problems: existing andpotential; Knowledge of Customers financial and psychologicalstate; Knowledge of Stakeholders and Decision Makers; Relationship 11. What to sell Existing services (prolongation of cooperation) Additional services to the existing product (e.g., web,localization, UI/UX) New services 12. How to sell? Listen Feel Be interested Communicate Understand the problem Love 13. Who can help? Sales and engagement Marketing Account Managers Team 14. What is my interest? Account growth Personal and Carrier growth Material motivation Development of the relationship with theCustomer Fun 15. And what if? 16. Questions & AnswersOlena ZanichkovskaBusiness Development Manager | PhDQuestions?