Sherri Sklar Strategies
Experts in Revenue Growth
Sherri Sklar Strategies
We are experts in growing revenue by optimizing all aspects of the
organization that can contribut...
How is Your Business Doing?
What is the health of your revenue-generating organizations?

How are you doing compared to yo...
What Will It Take To Win?
It takes an integrated sales, marketing
and business development
lifecycle where key inflection
...
We Are Innovators in Revenue Growth Strategies
Using proven methodologies, our services encompass the following areas:
Ana...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy
Customer
Retention &
Growth

Attraction

Marketing
Inn...
We Are Innovators in Revenue Growth Strategies
Marketing as an agent of change for Revenue Generation, can
be the driver o...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy
Customer
Retention &
Growth

Attraction

Marketing
Inn...
We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention
& Growth

Attraction

Marketing
Inno...
We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth

Attraction

Marketing
Inno...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy
Customer
Retention &
Growth

Attraction

Marketing
Inn...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy
Customer
Retention &
Growth

Attraction

Marketing
Inn...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy

Customer
Retention &
Growth

Attraction

Marketing
In...
We Are Innovators in Revenue Growth Strategies

Sales
Infrastructure

Sales
Intelligence

Sales
Performance
Management

Sa...
We Are Innovators in Revenue Growth Strategies
In today’s economy, with the rise of the well-educated, and
well-informed c...
We Are Innovators in Revenue Growth Strategies

One of the most important things
you can do to optimize your sales
operati...
We Are Innovators in Revenue Growth Strategies

Here we look at how you operationalize Sales.
We help you with designing a...
We Are Innovators in Revenue Growth Strategies

Sales needs to get the latest
and most insightful intelligence
on the comp...
We Are Innovators in Revenue Growth Strategies
How are you motivating, inspiring
and getting people to perform in
synch wi...
We Are Innovators in Revenue Growth Strategies

A classic challenge most sales
organizations struggle with is
how to handl...
We Are Innovators in Revenue Growth Strategies
InsideView says, “conversations occurring within social media have become m...
We Are Innovators in Revenue Growth Strategies
Are you hiring the right people? Do you know how
to let go those that are n...
We Are Innovators in Revenue Growth Strategies

Analysis &
Strategy

Channel
Optimization
Incentives &
Communication

Cont...
Contact us about any of these sample hot topics and more:
Marketing, BizDev, Culture

Sales
Hiring & Firing

How to Handle...
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Solutions page for sss website rev 1

  1. 1. Sherri Sklar Strategies Experts in Revenue Growth
  2. 2. Sherri Sklar Strategies We are experts in growing revenue by optimizing all aspects of the organization that can contribute to revenue generation. Our in-depth knowledge of sales, marketing and business development—gives us the power to effect maximum positive change. Our expertise is second to none. We’ve lived it, struggled with it, and experienced what works and what doesn’t work, ultimately triumphing with our approaches. What sets us apart from all others is our game-changing strategies to open new sources of profitable demand, create a customer-centric sales culture with full cross-functional buy-in among all senior executives in the company, and our ability to go beyond the traditional, tapping into new sources of revenue from all corners of the organization.
  3. 3. How is Your Business Doing? What is the health of your revenue-generating organizations? How are you doing compared to your competition? Compared to market opportunity? Have you started to lose your position in the market and have not yet figured out why? Are you wondering why you are trailing behind the competition? Or wondering how you can achieve market leadership and outpace your competitors? Do you have a really big opportunity in front of you that you must make sure you win? CEO’s have told us and we have personally witnessed . . . The traditional sales approach organizations have been using that has always worked well in the past is just not cutting it today.
  4. 4. What Will It Take To Win? It takes an integrated sales, marketing and business development lifecycle where key inflection points and hand-offs are coordinated to maximize performance across the organization. It takes a ‘revenue innovation process’™ to generate new demand previously unforeseen and to capture more customer mindshare and And today, more than ever, it takes a budget-share customer-centric sales culture that can than ever mean the difference between winning before. and losing a deal. It also takes a metrics-driven operating model geared for best-in-class performance.
  5. 5. We Are Innovators in Revenue Growth Strategies Using proven methodologies, our services encompass the following areas: Analysis & Strategy Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Channel Optimization Incentives & Communication Sales Analytics & Strategy Sales Infrastructure Business Development Innovation High Performance Sales Environment™ Alliance & Partnership Conversion Lead Generation Program Sales Intelligence Sales Performance Management Sales Innovation Inside Sales Social Selling OEM , Private Label, Franchise Opportunities
  6. 6. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation Your customers are being literally bombarded by an explosion of social media, content management, and a never-ending onslaught of varying forms of outreach. You are on this treadmill where one competitor is trying to outdo the other. A whole lot of marketing dollars are being spent on tactics. But where will the real leap forward come from? It’s not going to come from playing the same game everybody else is playing. At SSS, we are game-changers. The strategy we help you develop can disrupt markets, single you out as a leader among your competitors, and enable Marketing to be a change agent for revenue generation. Marketing, done this way, can be the make-or-break factor in how companies win.
  7. 7. We Are Innovators in Revenue Growth Strategies Marketing as an agent of change for Revenue Generation, can be the driver of unprecedented levels of demand in a way that others in the market are missing. Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation Key to winning big in this process is an effective analysis and strategy, including: - Market research - Lean customer development - Competitive analysis - Opportunity Demand Chain Growth Matrix - Market Landscape Matrix - The importance of a well defined: - Vision - Value Proposition - Mission - Messaging/Positioning - Values - Branding - Corporate Image At heart of it are analytics and metrics, and our touchpoint framework that continually keeps the Marketing strategy fresh with innovative sources of profitable revenue.
  8. 8. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Attraction is good old fashioned awareness building—but we do it with a twist. PR, Word of mouth, and reach marketing are tools to drive more awareness. For example, press mentions, credibility pieces such as articles, speaking engagements, viral videos and digital advertising can all be great tactics to increase Attraction and awareness. Other ways to attract new customers can simply come from opt-in strategies on the web, social media sites, or via mobile outreach. Engagement Conversion Lead Generation The twist—and what we do differently than just about everybody else—is tying this very essential tactical step into the revenue generation demand profiles you build in the Analysis and Strategy Stage. In this way, you are getting the precise message to the precise audience at the precise time, attracting a greater more qualified audience.
  9. 9. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation Engagement is when you can attract a customer to engage with you requiring some interaction. Typically, This could include getting the target to engage with you via a webinar, or download a piece of content, such as a white paper or case study. It could include looking at videos, viewing a demo, or joining a community discussion. Other communication, such as just-in-time welcome emails and follow-up messages after each touchpoint—inspires, motivates, and continues to add value—all of which keep the customer coming back for more. Which means greater customer mindshare. Which means eventually the opportunity for greater customer wallet-share!
  10. 10. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation One of the biggest ways to convert prospects into customers is through excellent content. Sending targeted content to a targeted market segment can be a powerful way to get potential customers to buy, especially by providing credibility pieces such as case studies, white papers, customer testimonials. Another key way to convert customers at this point, is to work closely with either Inside Sales, Direct Sales, or Channel Sales to convert the customer via a personal conversation. Maybe it’s a Chat Line on your website; maybe it’s a new way to interact with the customer via texting or mobile interaction. Maybe it’s a phone call, fax, or perhaps an innovative attention-getter that sales and marketing can come up with together—to directly converse with that customer. Best practices in converting a lead into a sale requires going beyond the traditional, beyond the definition of what Marketing typically does—and has Marketing working together with Sales on out-of-the-box methods that work to convert leads into sales.
  11. 11. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation What does Marketing do to generate new and tangible leads? Events—both online and off—content, campaigns that are designed to inspire, capture the imagination, and tap into an existing need—are great ways to attract and nurture a potential customer to become an actual lead. Analyzing the specific demand chain target, and monitoring prospect engagement throughout each stage of the marketing lifecycle, is absolutely critical to generating warm leads that are ripe for either Inside Sales, or even Direct or Channel Sales.
  12. 12. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Engagement Conversion Sales Enablement Lead Generation Marketing can and should play a very significant role in helping sales become more effective, by producing material to help sales do its job better. How does Marketing make itself indispensable to Sales and Business Development? First, by creating an ongoing lock-step alignment between Marketing and Sales, and next by delivering really valuable information, sales tools, market and competitive information, easy to use powerpoint presentations, and content geared to help sales with specific industries, segments, and accounts.
  13. 13. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Customer Retention & Growth Attraction Marketing Innovation Sales Enablement Engagement Conversion Lead Generation Marketing is the energy that keeps customers engaged, keeps them updated and knowledgeable about the value the company delivers, and finds new ways to reinforce why the customer should be doing business with the company. Many tactics can be used such as welcome, confirm, and reward messages—for those who have chosen to subscribe or engage with the company. To re-engage customers who haven’t made a purchase for a period of time, we work with our clients to provide new incentives to try something new or grow from what they already have.
  14. 14. We Are Innovators in Revenue Growth Strategies Sales Infrastructure Sales Intelligence Sales Performance Management Sales Analytics & Strategy High Performance Sales Environment™ Sales Innovation Inside Sales Social Selling
  15. 15. We Are Innovators in Revenue Growth Strategies In today’s economy, with the rise of the well-educated, and well-informed customer, and with the power these customers now have thanks to social media and the wealth of information on the internet, the whole value of the “sales rep” has been called into question. The old “solution” selling model often doesn’t apply, and now there’s a need for reframing the value the sales organization can bring to the table. Sales Infrastructure Sales Intelligence Now more than ever, sales organizations need to figure out how they can make a difference in the lives of their customers. How can they set themselves apart from the competition and how can they add value? Sales Performance Management Sales Analytics & Strategy High Performance Sales Environment™ Sales Innovation Inside Sales Social Selling At SSS, we’ve got the metricsdriven, performance focused formula--easily customized to your environment--that will deliver this level of value and enable you to optimize revenue growth. You can make a huge difference . . . just in the way you sell!
  16. 16. We Are Innovators in Revenue Growth Strategies One of the most important things you can do to optimize your sales operation is to do an assessment: what’s working and what’s not working? What do your customers say? What do your salespeople say? What are the executives saying? Is your forecast reliable, or do you have to micro-manage it as the only way to understand what’s real? How much “fluff” is in your pipeline? Do you have the right people doing the right things? How do you compare to Best-In-Class Sales organizations? Sales Infrastructure Sales Analytics & Strategy High Performance Sales Environment™ Sales Intelligence Sales Performance Management Sales Innovation Inside Sales Social Selling Once you take a look at the hard facts, a powerful strategy for Sales emerges. We then take that strategy and bolster it with helping you gain crossfunctional alignment and buy-in from all executives in the company, as well as create a customer-centric sales culture that will outperform your competition every time.
  17. 17. We Are Innovators in Revenue Growth Strategies Here we look at how you operationalize Sales. We help you with designing and implementing the best strategies for:      Territory assignment Quotas Teams Hunter/Farmer distribution Sales Operations  Reporting  Meetings  Travel Incentive Trips and Planning  And more! Sales Infrastructure Sales Intelligence Sales Performance Management Sales Analytics & Strategy High Performance Sales Environment™ Sales Innovation Inside Sales Social Selling
  18. 18. We Are Innovators in Revenue Growth Strategies Sales needs to get the latest and most insightful intelligence on the competition, industry knowledge, and account information. Some or all of this can come from Marketing, while some can come from Sales and Business Development. In addition, Sales also needs to have its own repository of knowledge management tools that provides on-demand access to best practices, scripts, model letters, model Action Plans, model competency statements, Impact Trees®, capability statements, Account Planning tools, Opportunity Identification tools, Need Development tools, Implementation Planning tools, and many other key knowledge tools. Sales Infrastructure Sales Intelligence Sales Performance Management Sales Analytics & Strategy High Performance Sales Environment™ Sales Innovation Inside Sales Social Selling, We have extensive experience implementing knowledge tools and sales intelligence that empower Sales to have the insights and knowledge needed for building a trusted-advisor relationship with your customers.
  19. 19. We Are Innovators in Revenue Growth Strategies How are you motivating, inspiring and getting people to perform in synch with not only your Sales strategy, Goals, and Objectives but also your Company goals and objectives? Here, we look at ways to impact performance such as with:  Incentives  Rewards  Compensation plans  Gamification strategies  Contests  Kickoffs  Meetings  Motivation  Performance reviews  Development plans Sales Analytics & Strategy Sales Infrastructure Sales Intelligence Too many incentive vehicles leave so much opportunity on the table, or are ineffective either because each one was done in a vacuum, or not tied to the overall vision, mission, values and goals of the company and/or function within the company. High Performance Sales Environment™ Sales Innovation Sales Performance Management Inside Sales Social Selling We are passionate about the use of metrics and incentives to guide expected behavior in a way to reliably produce expected results. And our plans and programs produce the results you want!
  20. 20. We Are Innovators in Revenue Growth Strategies A classic challenge most sales organizations struggle with is how to handle lead generation: Should there be an inside sales team? Should there be a telemarketing versus a telesales team? Should we outsource this function, is it worth the money, and is anybody really good at it? Regardless of which route you take, the management and leadership of this effort needs to be carefully considered. Sales Analytics & Strategy Sales Infrastructure Sales Intelligence Sales Performance Management High Performance Sales Environment™ Sales Innovation Social Selling Inside Sales And before you do anything, think about the values your organization stands for, the culture you want to establish, and the critical lock-step alignment between Marketing, Sales and Business Development that must occur for maximum results. This is one of the many things we do best. This is one good reason you should be bringing us in to help you navigate this process.
  21. 21. We Are Innovators in Revenue Growth Strategies InsideView says, “conversations occurring within social media have become more influential to the buying decision than traditional sales and marketing tactics…the customer now has the means and networks to get what they want and formulate their opinions—without the company or the sales person. Social selling is based on this new reality.” Cool Facts Did you know that 55% of B2B survey respondents search for information on social media? * And that 70% of the buyer’s journey is complete before it gets to sales?** IBM reported a 400% increase In sales in the first quarter, 2013 tied to a pilot program of social selling. Of over 1000 global buyers, 1/3 used social media to engage with their vendors. And 75% said they were likely to use social media in the purchase process in the future.*** * Business.com **SiriusDecisions Sales Analytics & Strategy Sales Infrastructure Sales Intelligence Sales Performance Management ***InsideView High Performance Sales Environment™ Sales Innovation Inside Sales Social Selling Our workshops and coaching empower your people to engage more effectively with greater results than leaving this up to each salesperson to figure out on their own. Tool training is not enough. Your organization needs a welldefined social engagement strategy; social selling is a part of that strategy.
  22. 22. We Are Innovators in Revenue Growth Strategies Are you hiring the right people? Do you know how to let go those that are not the right fit? Do you have a good On-Boarding process? Do you have a consistent, metrics-based process to manage and win opportunities? Do you have an integrated process, tied to your opportunity and people management process, that optimizes both your pipeline and your forecast? Winging it without some kind of a sales process can be devastating. But sometimes sales methodologies can be too rigid, and the sales force rejects its use. Sometimes sales training programs and well-intentioned sales processes are not comprehensive enough, becoming the latest sales program to die an ugly death without any results to show for it. We have been told by our clients, we are the only one out there, that “sticks”; we become a part of a living, breathing process within the company that ends up sustaining and helping the company thrive and grow. Sales Infrastructure Sales Intelligence Sales Performance Management Sales Analytics & Strategy High Performance Sales Environment® Sales Innovation Inside Sales In our opinion, the best sales methodology in the world is from our partner, Adventace. As a licensed and certified practitioner of the method, together, we help Sales Executives Create the High Performance Sales Environment (HPSE)®. An investment in creating your HPSE® means consistent sales, sales management, and executive processes, methods to develop skills across the organization, effective tools, and common terminology, thus enabling executives to continuously monitor and direct the sales operation top-down. Social Selling By implementing the HPSE®, we have seen improvements typically reflecting  647% Performance Improvement  Contract Size Increases of 4X-10X  575% no-fluff Pipeline Increases  Shortened sales cycles  and Numerous Multi-Million Dollar Wins
  23. 23. We Are Innovators in Revenue Growth Strategies Analysis & Strategy Channel Optimization Incentives & Communication Content coming soon! Business Development Innovation Alliance & Partnership Program OEM , Private Label, Franchise Opportunities
  24. 24. Contact us about any of these sample hot topics and more: Marketing, BizDev, Culture Sales Hiring & Firing How to Handle Difficult People Negotiating Your Comp Package Your Sales Team’s Comp Plan Working with Marketing Working with Development Working with Finance Building a Sales Culture Building Alignment Across Functional Lines Growing & Developing Your Team The Importance of Skills Assessments & Developmt Plans Kickoffs: How to Set the Tone for the Whole Year How to Design Great Contests Reward Systems: Gifts or Money? Leadership Clubs; Advisory Councils The Ultimate Reward Trip How to run a Global Sales organization Sales Operations: Do’s and Don’ts Managing Up Sales Team Structure & Territory Allocation How to set Quotas to Drive Performance Sales VPs: The First 90 Days Action Plan What to do about Lead Generation? Why You Should NOT invest in Sales Training (without an integrated process) How to Build Killer Sales Managers Connecting with Your Sales Force Negotiating Your Best Deal Sales Training That STICKS Social Selling and Social Marketing How to Use Linked In to Grow Revenues How to Use Twitter, Facebook, Pinterest and more to grow revenues Establishing Marketing as a Revenue Center (as opposed to a cost center) The Rise of a More Powerful CMO CMO: Your First 90 Day Action Plan VP, BizDev: Your First 90 Day Action Plan Creating a Profitable Demand Chain CustomerCentric Sales Culture Sales & Marketing Alignment Web Development Content Marketing Creating a Strategic Partner Program Becoming a Visionary Company Market Disruption: the Ultimate Game Changer Defining Your Value Proposition Showing Customers ROI Making the Deal a NoBrainer How to Stand Out Among Competitors Marketing Strategy 101 Growing Revenues Thru 3rd Parties Building a Knowledge Repository How to Make Marketing Indispensable to Sales Structuring BizDev Deals Lean Customer Development
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