HIDDEN REVENUE Identifying OpportunitiesWorth 8-12% More Revenue  “Hiding” in Your Existing      Customer Base     www.zil...
Struggling to Answer    Three Golden Questions    In a recent survey, B2B Sales VPs and    Directors were asked to name th...
Which Other Products    Will This Customer Buy?    Selling more to existing customers is a    well-established priority fo...
Which Customers    Are About to Defect?    For a B2B company, losing a valuable    customer can cost you millions in futur...
Which Customers Are    My Highest Priorities?    In response to the downturn, many B2B    companies have reduced sales cov...
Data Is Everywhere,    But Answers Are Rare    In an effort to help, many companies    have opted to throw more data at th...
What If Your Team Were                     He actually buys    Shown the Answers?                          5X the volume  ...
SalesMax™ Provides the                        SalesMax has detected opportunities    Answers Automatically                ...
8-12% More Revenue                                  Company Description                                                   ...
Customer Case Study:    Uncovering $39 Million    An industrial manufacturer had tried a      Sales Revenues Analyzed    n...
Giving Your Team the     Customer Insights They     Really Need to Succeed     Every day, your team is working hard to    ...
Upcoming SlideShare
Loading in …5
×

Zilliant sales max

1,090 views

Published on

Published in: Business, Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,090
On SlideShare
0
From Embeds
0
Number of Embeds
10
Actions
Shares
0
Downloads
22
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Zilliant sales max

  1. 1. HIDDEN REVENUE Identifying OpportunitiesWorth 8-12% More Revenue “Hiding” in Your Existing Customer Base www.zilliant.com  1-877-893-1085 3815 S. Capital of Texas Highway, Suite 300 Austin, TX 78704 © Copyright 2012 - Zilliant, Inc.
  2. 2. Struggling to Answer Three Golden Questions In a recent survey, B2B Sales VPs and Directors were asked to name the three most-powerful “customer insights” their teams were lacking today. Not surprisingly, the customer insights that top the list answer vital questions that come up on a daily basis: 1. Which additional products is a customer actually willing to buy? 2. Which customers are starting to defect to the competition? 3. Which specific customers should be my highest priorities? 62.9% of sales executives say Each of these simple questions has a that generating more business from powerful influence on the revenues and existing customers is the primary profits you’re able to capture from your focus of their overall sales efforts. --- B2B Sales Executive Survey --- existing base of B2B customers.1
  3. 3. Which Other Products Will This Customer Buy? Selling more to existing customers is a well-established priority for most B2B companies today. Companies know the value of cross-selling, up-selling, and selling into so-called “whitespace”. But actually delivering on this priority can be a significant challenge: • Internal opinions about what each account should be able to buy don’t often line-up with the realities. • Pushing products customers aren’t willing or able to buy wastes time and can damage relationships. 89.7% of sales executives say Lacking insight into what products each that their teams lack visibility into customer is really willing and able to the additional products a given buy, it’s not too difficult to understand customer is willing to buy. --- B2B Sales Executive Survey --- why many teams give-up in frustration.2
  4. 4. Which Customers Are About to Defect? For a B2B company, losing a valuable customer can cost you millions in future revenues and profits. And once they’re gone, getting that customer back will be challenging and expensive. Of course, it’s far better to head-off the defections before they happen, but: • It’s very difficult for people to see the small changes in behavior that are early indicators of defection. • People just don’t have the time to constantly monitor each and every customer, looking for the signs. 87.2% of sales executives say As a result, customer defection is often that their teams have poor visibility only recognized when it becomes very, into which specific customers are very obvious --- and by that time, a lot starting to defect to competitors. of the damage has already be done. --- B2B Sales Executive Survey ---3
  5. 5. Which Customers Are My Highest Priorities? In response to the downturn, many B2B companies have reduced sales coverage and increased the number of customers each salesperson is responsible for. While being more efficient, this has led to problems with sales effectiveness: • People struggle to identify all of the opportunities across each and every customer in their book-of-business. • It’s difficult for salespeople to give much attention to each and every customer in their book-of-business. With these dynamics, it’s little wonder 92.3% of sales executives say that that only the very largest or “loudest” their teams are unable to identify customers get priority attention --- even and prioritize all the untapped though the best growth opportunities potential in their customer base. are often found with other customers. --- B2B Sales Executive Survey ---4
  6. 6. Data Is Everywhere, But Answers Are Rare In an effort to help, many companies have opted to throw more data at the situation. Their hope is that people will be able to find the answers they need once they’re given enough data. However, there are a couple of major problems with this notion: • Most sales and marketing people are not number-crunchers --- and have no inclination to be analysts. • Most sales and marketing people don’t have time to conduct detailed analysis around every customer. So even with more data, there are too many people still struggling to answer the questions that really matter. But…what if there was a better way?5
  7. 7. What If Your Team Were He actually buys Shown the Answers? 5X the volume he’s giving you. What if they could see which products each customer is really willing to buy? What if they could see which customers are leaving before they’re long gone? What if they could see which customers had the most untapped potential? And, what if your team could be shown these answers automatically, without all the time-consuming analysis? You don’t have to be psychic to see how customer insights like these would allow you boost revenues, fatten margins, and keep your best customers buying. But what you may not know is that it’s now possible to have all these valuable customer insights at your fingertips…6
  8. 8. SalesMax™ Provides the SalesMax has detected opportunities Answers Automatically worth $166,000 with Acme Corp:  $78K up-sell available in Category X With a degree of scientific accuracy and  $42K cross-sell available in Category Y rigor that cannot be matched manually,  $19K wallet-share loss in Category Z SalesMax shows you exactly where you can capture and retain the most value  $27K wallet-share loss Category Q from your current accounts:  Defection Risk = HIGH  Analyzes each and every customer in your business automatically---small or large, no customer is overlooked.  Automatically identifies, quantifies, and prioritizes all opportunities to sell more volume and sell other products.  Identifies the early signs of customer defection and prioritizes the greatest risks and competitive intrusions. Best of all, this incredible capability is available as a subscription-based service that’s easy on your cash-flow, with no software to buy or manage.7
  9. 9. 8-12% More Revenue Company Description Opportunities Identified* from Existing Customers Industrial Manufacturer 9.8% In case after case, the lack of visibility into these crucial aspects of customer purchasing behavior has proven to be Commercial Services 13.1% extremely costly to B2B companies: • Opportunities for 8-12% organic Automotive Distributor 8.5% growth remain “hidden”---making it that much harder to hit quotas and achieve overall revenue objectives. Industrial Manufacturer 12.5% • These hidden opportunities increase your competitive exposure --- giving High-Tech Distributor 8.9% competitors an entry-point from which to attack the entire account. Wholesale Distributor 12.7% With SalesMax from Zilliant, companies are finally able to gain the visibility they need to mitigate the long-term risks and Aftermarket Distributor 14.7% competitive threats; while exposing the “hidden” opportunities that can help * Total amount of quantified wallet-share expansion and recovery opportunities SalesMax identified within existing them make their numbers this quarter. customers, expressed as a percentage of their revenues.8
  10. 10. Customer Case Study: Uncovering $39 Million An industrial manufacturer had tried a Sales Revenues Analyzed number of things to uncover the organic growth opportunities they knew existed within their current customer base: • A team of analysts attempted to find the opportunities manually --- but there were too many customers and products to cover in a timely fashion. • Analytical tools were pushed-out to the sales people --- but adoption and utilization was virtually zero. SalesMax automatically analyzed over 10,000 of their customers and identified growth and retention opportunities worth $39 million. Customer-specific “leads” were then sent directly to the Incremental Opportunities assigned reps --- who began closing the incremental business within weeks.9
  11. 11. Giving Your Team the Customer Insights They Really Need to Succeed Every day, your team is working hard to achieve their goals. And, they’re doing the best they can with the information and tools at their disposal. Along the way, they’ve probably come to the conclusion that all of the “blind spots” and unanswered questions are just something they have to accept. Not anymore. With SalesMax, “hidden” opportunities to sell more, sell other products, and Zilliant is the premier service provider of stop customer defections can now be predictive guidance that turns sales strategy identified, prioritized, and captured. into P&L results. For over a decade, leading B2B companies have relied on Zilliant’s To learn about SalesMax for your innovative solutions to reduce risk, gain business, contact Zilliant today! advantage, and make their numbers. www.zilliant.com  1-877-893-108510

×