Eyal Cohen, V.P. Business Development 1 Generating New Leads in Your Local Market and Replicating...

Eyal Cohen, V.P. Business Development

1

Generating New Leads in Your Local Market and Replicating Sales

May 2011 APM Annual International Partners Conference

Objective:

Presents basic methods to boost sale of APM scanners with minimum

investment of time and money

May 2011 2

How can I increase sales of APM scanners

in my local territory?

3May 2011 APM Annual International Partners Conference

Questions APM Partners Should Ask

• Who are the real potential customers of APM in my territory? • Should I approach again my contacts as

potential customers of APM?

• Are they aware of APM?

• How should I approach them?

May 2011 4APM Annual International Partners Conference

Approaching My contacts As Potential Customers Of APM

• The fastest and easiest way for getting the first sales and reference in my local territory

However unfortunately ……• It probably limits me to a very narrow

part of the market and causes me to miss HIGH POTENTIAL BUSINESS


Who Are APM Potential Customers In My Territory?

• First Step: – Realize which are the relevant markets and

applications for APM scanners in my local territory

• Second Step: – Identify potential customers in each market

and application

• Third Step:– Approach the Customers and set

appointments


First Step

–Realize which are the relevant markets and applications for APM scanners in my local territory


APM – Potential Markets


Realize My Local Market Segmentation


In this example Food & Beverage and Cements are the biggest industries in my local territory and therefore have the highest potential for APM scanners

The Key Dilemma

Should I approach the high potential markets in my local

territory or stick with the markets I am familiar with?


Second Step

–Identify potential customers in each market and application


• Start with reference list to realize potential applications – Global companies– Success Stories – Material and industry

• Build local data base of potential customers in each market and application


How to approach customers in new,

unfamiliar markets?

13May 2011 APM Annual International Partners Conference

Approaching customers in new, unfamiliar markets

• Understand the advantages of APM for the customer

• Build sales pitch and marketing material to be sent to the customer

• Indentify the relevant person – Plant Manager, Operation Manager, Chief

Engineer, etc

• Call the customer to set an appointment


Lead Generation Potential


10 calls

1 appointment

5 appointments a week

20 appointments a month

240 appointments a year

1 new buying customer per 5 appointments yields 50 new buying customers per year Average of 3 units per customer we will get 150 units a year

Selected Customers

May 2011 16

Eyal Cohen, V.P. Business Development 1 Generating New Leads in Your Local Market and Replicating...

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