Before describing the 5 stages of my sales approach, I will briefly mention my professional background and skills.

This will help you understand why this sales approach will generate growing sales revenues for your company in my core markets: Spanish-speaking countries. 

I am a technical expert in telecommunications, electronics, and automation systems, including SCADA (supervisory control and data acquisition) and other monitoring and control systems. 

Over the last +27 years (to date), I have been performing all the sales activities a senior business development manager does, plus the tasks of a technical and a marketing writer (I generate technical and sales materials in Spanish, fully tailored to Spanish-speaking countries).

This multifaceted profile enables me to discover and understand customer needs, prepare customer-tailored technical and budgetary quotes, and manage every step of the sales process until successful completion. Of course, I also supervise post-sales activities to meet customer expectations and to keep them satisfied with the solution.
 

Thanks to my technical background, I can install, configure, and implement end-to-end (software and hardware) solutions for a wide range of applications across the Internet of Things (IoT), industrial automation, smart energy management systems, and more.

Having said that, I will describe the 5 stages of my sales approach. Hereinafter, I will refer to your products and services (if your company offers services to customers) indistinctly and generically as «products».

Stage #1 · Sales plan kick-off

This is the first stage of the approach. The following tasks are performed during this stage:

1. My work collaboration agreement is signed between your company and me.
2. I get trained by your company on your products to properly present, demo, and promote them.

Milestones: 

• My work collaboration agreement will be signed within 7 to 10 calendar days of the date both parties agree on its final version, which is ready for signature.
• The date of signature by both parties of the agreement is considered as «Day One».
• My training on your products is completed within ~10 to 15 calendar days from Day One.

My comments:

• I have a simple yet comprehensive work collaboration agreement template that I use to establish work collaboration contracts with companies that hire my sales services.
• Still, if your company uses a similar contract template for this purpose, we can use it instead.
• The goal at this stage is to complete it as soon as possible.

Stage #2 · Sales materials and partners establishment

In this second stage of the approach, the following tasks are done:

1. I select from my partner's network those who are compatible with your products.
2. A partnership agreement between selected partners and your company is signed (I have its template for this purpose).
3. Based on your collateral marketing materials, I will prepare Spanish sales materials on your products. Spanish-based materials are key to selling in these markets.

Milestones: 

• Partnership agreements with selected partners are signed within 4 to 6 weeks from Day One.
• Spanish sales materials are ready for delivery to customers and partners within the next ~4 to 6 weeks from Day One.

My comments:

• I have several partners in Latin American countries, including Mexico, Costa Rica, Dominican Republic, Panama, Ecuador, Peru, Colombia, Bolivia, Paraguay, Brazil, Chile, Argentina, and Uruguay. From this network, I can easily select partners who are best suited for your products.
• People in Latin American countries and Spain are not comfortable with foreign languages, including English. Spanish-based sales and marketing materials are a mandatory tool in these markets. English-based sales and marketing materials, such as sales presentations, brochures, and the like, are quite ineffective for communicating the sales pitch to prospects in these territories. I am highly skilled in technical and marketing writing, with over 20 years of experience. High-quality, professional-looking Spanish-based sales and marketing materials are assured. 

Stage #3 · Sales pipeline building

1. Continuous market prospection to identify qualified prospects for your products. Established partners and I perform this task on an ongoing basis.
2. Proven methods for qualifying prospects are applied (i.e., BANT and/or MEDDPICC).

Milestones:

• A varying number of qualified prospects are registered in the sales pipeline (i.e., a database of potential customers that show signals of a possible deal for your products). This number will depend on the type of product being sold, and will hereinafter be referred to as «N», and will be achieved within the next ~12 weeks from Day One.

My comments:

• I am used to applying well-known tools to qualify prospects' buying potential, including BANT (Budget, Authority, Needs, and Timing) and MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition). While no prospect's qualifying tool can warrant 100% effectiveness, these tools help us build healthy sales pipelines (truly potential prospects instead of «false positives»). 

Stage #4 · Selling to qualified prospects

1. Partners and I give presentations and demos of your products to previously qualified prospects.
2. Technical and pricing quotes are prepared, and upon your approval of their terms, the quotes are submitted to prospects.
3. If/when applicable, proofs of concept (POC) are conducted at the prospect's premises. I personally supervise and/or execute the POC, on a case-by-case basis.

Milestones:

• At least 5% to 10% of «N» prospects requesting a technical and pricing quote and/or a POC within the next ~20 weeks from Day One. Hereinafter, this 5% to 10% figure will hereinafter be referred to as «5-10N».

My comments:

• With over 27 years of selling mission-critical solutions (software, hardware, and services) to customers of all sizes and sectors, and with a solid partner network in Spanish-speaking countries, I can sell your products in the short term. 
• I am highly skilled in delivering sales presentations and lectures, both on-premises in face-to-face meetings and remotely, via Teams, Zoom, or Google Meet.  
• I am also highly skilled in installing, configuring, and launching proofs of concept (POC). The technical side of my professional background minimizes your presales costs, because a single individual (me) executes both commercial and technical tasks required by products like yours to close deals (i.e., no need for two presales resources, the salesperson and the salesperson's technical support).

Stage #5 · Negotiations and closing steps

1. The final terms of the purchase order (PO) and/or product's license agreement or similar contractual document are negotiated and agreed upon between your company and each prospect at this stage, always with my direct supervision to ensure a mutually satisfactory agreement is reached as soon as possible.
2. Once a final agreement is reached, I oversee the paperwork process to speed it up as much as possible.

Milestones:

• At least 5% to 10% of 5-10N, or 2 to 5 prospects - whichever figure is the highest - to issue a PO or sign a contract to acquire your products within the next ~28 weeks from Day One. 

My comments:

• In this stage, the same comments mentioned above apply. 
• I would only say, as regards this stage, just as an added value that I can bring to your company, that I am also skilled and quite familiar with legal writing: I am familiar with customizing or writing from scratch distribution agreements, partnership agreements, MOU (memorandums of understanding), MNDA (mutual non-disclosure agreements), etc. 
• This skill further lowers your costs, as, while I am not a lawyer, I can significantly reduce the number of hours required to review, modify (if needed), and reach final versions of contracts for use with customers and/or partners. By the way, I can also assist your company in Spanish translation of legal documents that may be needed to formalize sale processes with customers and partnership relations with partners. 

The following figure shows the deployment schedule of these 5 activities: