We help our customers take complex decisions. Here is how we do sales
1. Why does the sales team exist?
ERPNext is awesome. The Frappe framework, even more. Most of humanity is yet to experience this awesomeness and the sales team takes this awesomeness to the world. By qualifying, nurturing, consulting, sharing and selling.
2. To whom does the sales team sell?
To people who are interested in either 'using' ERPNext to manage their own companies or 'reselling' it to other companies. People who pay us for support to use ERPNext for their own companies are referred as 'Clients' and who resell ERPNext to other companies are referred as 'Partners'.
3. What exactly does the sales team sell?
ERPNext subscription (support) services
4. What are the roles within sales team?
There are broadly two roles within sales team. 'Sales Development Representaive (SDR)' and 'Account Executive (AE)'.
SDRs are the first line of contact and they primarily qualify if the lead is right for further interaction. AEs are the second line of contact who 'close' a deal.
5. What is the sales process followed by sales team?
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A lead is logged in CRM. SDR contacts the lead and qualifies by asking questions. This interaction is referred as 'Qualification Call (QC)'. This typically lasts for 20-30 minutes and basic information like number of employees, number of expected users, modules interested in, budget, timeline and buying process of lead is understood. If qualified the lead is passed to AE.
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AE further qualifies by a conducting a 'Discovery Call (DC)'. This typically lasts 15 minutes and AE understands the pain points and deal breakers if any. Discovery call helps AE to decide what to demo in the demo.
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If qualified in the discovery call, AE conducts a demo session. This is referred as 'Demo'. AE presents options and pushes for a 'Closure'.