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The Revenue Equation: Sales Optimization + CRM = $$

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Is there an equation to help your business close larger deals, shorten the sales cycle and reliably hit revenue targets? The answer does not exist in your sales process or your CRM strategy. It exists …

Is there an equation to help your business close larger deals, shorten the sales cycle and reliably hit revenue targets? The answer does not exist in your sales process or your CRM strategy. It exists in the optimization of both.

The real challenge in solving this complex equation is where to start and what action to take. This webinar will help you begin this journey.

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  • Question for you to consider – Is my deal size where it should be? Or should it be bigger??Does your average deal size look like this baby oak tree?
  • Or do you want it to look a little more like this oak tree?For our purposes tonight I will presume you prefer this one.
  • Does your sales velocity feel like this guy here??Or, do you want something faster?
  • The trick is to know exactly what to analyze, look into, scrutinize, to get things closing bigger and more quickly.Like a good mechanic can often listen to your engine and know where to start looking for the problem.

Transcript

  • 1. GUEST SPEAKER:Rob Malec, Businessworks ConsultingRob Malec is a sales process expert in this fieldand provides sound, practical and objectiveadvice around how to maximize the results ofcompany’s sales and revenue generation efforts.Prior to starting his consulting practice Robworked his way through the sales ranks, windingup his corporate career as a Vice PresidentBusiness Development.
  • 2. Agendao CRM = Mirroro What is Sales Process Optimization?o (Sales Optimization + CRM)= $$o How to create a Sales Roadmapo How to optimize your sales process
  • 3. CRM = Mirror
  • 4. CRM Magic Mirror
  • 5. What is Sales Process Optimization?Retail Anti Theft Device Co.o $10M annual revenueo 5 sales peopleo Initial deal size = smallo Long closing cycleo Moderate lifetime value
  • 6. What is Sales Process Optimization?Retail Anti Theft Device Co.o $10M annual revenueo 5 sales peopleo Initial deal size = smallo Long closing cycleo Moderate lifetime value Todayo Larger initial deal sizeo Faster closing cycleo Greater lifetime value
  • 7. Let’s construct a table1 2 3
  • 8. Efficient and effective production = $$
  • 9. Let’s construct a saleStagePhase Lead Suspect Prospect Target Close I II III IV
  • 10. Efficient and effective production = $$StagePhase Lead Suspect Prospect Target Close I II III IV
  • 11. Value of Sales Process Optimization Deal Size
  • 12. Deal Size
  • 13. Value of Sales Process OptimizationSales Velocity
  • 14. Sales Velocity
  • 15. Value of Sales Process OptimizationQuotaAchievement
  • 16. Value of Sales Process OptimizationQuotaAchievement!
  • 17. How do I know if my Deal Size and Sales Velocity are out of whack?
  • 18. Lifetime Value of An Account Optimized Sales Process$ Deal #1 Non Optimized Deal #1 Sales Process Time
  • 19. Lifetime Value of An Account Optimized Sales Process$ Deal #1 Deal #2 Deal #2 Non Optimized Deal #1 Sales kkkkkk Process Time
  • 20. Lifetime Value of An Account Optimized Sales Process Deal #3$ Deal #1 Deal #2 Deal #2 Non Optimized Deal #1 Sales kkkkkk Process Time
  • 21. Why CRM?
  • 22. Make Money
  • 23. Save Money
  • 24. Save Time
  • 25. Increase Convenience
  • 26. Improve Competitive Position - Live the dream
  • 27. Pain results if CRM results don’t materialize
  • 28. (Sales Optimization + CRM) = $$ Results CRMSPO Sales Activities Sales Behaviours
  • 29. (Sales Optimization + CRM) = $$ CRM Results Activities Sales Behaviours SPO
  • 30. Your Sales Roadmap
  • 31. How to create a Sales RoadmapStagePhase Lead Suspect Prospect Target Close I X X X X X II III IV Gateway Event Gateway Event Gateway Event Gateway Event Gateway Event
  • 32. Optimize Your Sales Process
  • 33. Case 1. How can we be more efficient & effective? o $1M annual revenue o 9 sales people o 12 month closing cycle
  • 34. Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Navigate buyer’s I Source Lead Conduct first meeting Create solution Proposal sign off decision Determine buyer II Present solution to all Negotiate, refine Research Lead needs, desired Nurture decision makers offering outcomes III Learn full decision Confirm solution a Navigate buyer’s Contact Lead Maintain making process perfect fit decision IV Confirm proceeding Present final pricing and Book first meeting Yes / No Grow makes sense uncover hesitation
  • 35. Optimizing Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Navigate buyer’s I Source Lead Conduct first meeting Create solution Proposal sign off decision Present solution to all Determine buyer Negotiate, refine II decision makers Nurture Research Lead needs, desired offering FACE TO FACE USING DISCUSS NEXT DEAL outcomes BOOK NEXT MEETING WHITEBOARD III Learn full decision Contact Lead making process and Navigate buyer’s DON’T DEAL WITH INTEGRATE OTHER Confirm solution a Maintain decision GATEKEEPERS DECISION MAKERS perfect fit DISCUSS NEXT DEAL BOOK NEXT MEETING INTO THE BUYING PROCESS Confirm proceeding IV Present final pricing and makes sense Book first meeting uncover hesitation Grow ENROL ALL BUYERS Yes / No ON TELEPHONE COMPLETE WITHIN DISCUSS NEXT DEAL INTO OUR HELPING 4 WEEKS PROCESS
  • 36. Case 1. Results o $1M annual revenue o 9 sales people o 12 month closing cycle Today o $100M annual revenue o 18 sales people approx. o 3-6 month closing cycle
  • 37. Case 2. How can we be more efficient & effective? o High churn rate of Prospects o Low closing ratio o Frustration
  • 38. Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Navigate buyer’s I Source Lead Conduct first meeting Create solution Proposal sign off decision Determine buyer II Present solution to all Negotiate, refine Research Lead needs, desired Nurture decision makers offering outcomes III Learn full decision Contact Lead making process Confirm solution a Navigate buyer’s Maintain AND PROVIDE perfect fit decision PRICING IV Confirm proceeding Book first meeting Uncover hesitation Yes / No Grow makes sense
  • 39. Optimizing Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Navigate buyer’s I Source Lead Conduct first meeting Create solution Proposal sign off decision Determine buyer II Present solution to all Negotiate, refine Research Lead needs, desired Nurture decision makers offering outcomes III Contact Lead AND ACTIVELY Learn full decision Confirm solution a Navigate buyer’s Maintain DISQUALIFY THEM making process perfect fit decision IV Confirm proceeding Uncover hesitation Book first meeting Yes / No Grow makes sense AND PROVIDE PRICING
  • 40. Case 2. Results o High churn rate of Prospects o Low closing ratio o Frustration Today o Some churn of Leads o Low churn rate of Prospects o Higher closing ratio o Increased income o No frustration!
  • 41. Case 3. How can we be more efficient & effective? o 18 month closing cycle o $10K initial deal size o Frustration!!
  • 42. Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Conduct first meeting; Navigate buyer’s I Source Lead Do Assessment Proposal sign off BOILER OPS decision Determine buyer Present assessment II Negotiate, refine Research Lead needs, desired results to all decision Nurture offering outcomes makers III Learn full decision Contact Lead making process and Confirm solution a Navigate buyer’s PLANT MANAGER Maintain SELL AN perfect fit decision ‘ASSESSMENT’ IV Confirm proceeding Present final pricing and Book first meeting Yes / No Grow makes sense uncover hesitation
  • 43. Optimizing Your Sales RoadmapStagePhase Lead Suspect Prospect Target Close Conduct first meeting; Navigate buyer’s I Source Lead CONDUCT A TEST Proposal sign off PLANT OWNER decision Present assessment Determine buyer results to all II Negotiate, refine Research Lead needs, desired decision makers Nurture offering outcomes DURING THE FACE TO FACE VISIT III Contact Lead Learn full decision Confirm solution a Navigate buyer’s PLANT OWNER Maintain making process perfect fit decision IV Book first meeting Confirm proceeding Present final pricing and Yes / No Grow ON THE PHONE makes sense uncover hesitation
  • 44. Case 3. Results o 18 month closing cycle o $10K initial deal size o Frustration!! Today o 9 month closing cycle o $300K initial deal size o Happy!!
  • 45. Questions?Follow: @MaximizerCRMVisit: www.maximizer.comEmail: info@maximixer.comCall: 1.800.804.6269