Role & XBIS Salesperson Marketing Criteria 1. Product Knowledge Understand technical specs: tunnel sizes, resolution, penetration depth, image processing capabilities, etc. Be able to explain the difference between single-view, dual-view, and multi-view XBIS models. Know how XBIS compares with competitors’ offerings (e.g., Smiths, Rapiscan, Astrophysics). 2. Target Customer Segments Focus marketing efforts on key verticals: Airports / Aviation (AAI, Private airports) Railways / Metro Courts / Police / Home Ministry Hotels / Malls / Exhibition Centers Govt. Institutions / Public Sector Units Corporate Offices / Critical Infrastructure 3. Decision-Maker Mapping Identify key contacts: Security Heads, Facility Managers, Procurement Heads, Govt. tender officers. Build rapport with system integrators or sales partners (like Godrej, CMS, etc.) who may float tenders. 4. Demonstration Readiness Be ready to arrange demo units or site visits to working installations. Provide clear brochures, datasheets, and use-case demos. Prepare answers for technical and operational FAQs. 5. Compliance Awareness Ensure the buyer knows the product is: AERB certified Compliant with local radiation laws Suitable for NSG/MHA/AAI norms Highlight that AMC, installation, and training are as per govt. standards. 6. Value Proposition Messaging Frame the pitch in terms of: Security enhancement Operational efficiency (less manpower, faster screening) User-friendly interface Strong after-sales service network (local offices, 24-48hr SLA) Budget-friendly options (rental, outright sale, CAMC) 7. Tender and Pricing Strategy Keep track of GeM portal, AAI, Railway, and Judicial tenders. Maintain up-to-date documentation: PAN, GST, OEM certificates, EMD, work orders. Prepare price breakup sheets, AMC terms, and rental options as per client need. 8. Client Relationship & Feedback Loop Regularly follow up with existing clients for AMC renewals. Collect feedback or testimonials that can support future pitches. Keep in touch for upcoming projects or infra expansions. 9. CRM & Reporting Discipline Maintain proper sales pipeline in CRM or Excel trackers. Share daily/weekly visit reports and status updates with sales head. Log client queries and coordinate with technical team for closure.
