"Typical Goals• Balancing % revenue generated by customers• Align mission, strategy, and execution• Building and driving a team to execute strategy• Yield 100 % GS growth in 36 months.• Expand model geographically
Balancing % revenue generated by customers Typical assessment About 80% of revenue generated by 20% of our customers Model for house accounts well established Radius of action limited to the territory and verticals Limited sales team /metrics/ branding
Competitive EcosystemThe competition• Who is our competition (direct and indirect)?• What are their strengths?• What are their Weaknesses?Your organization• What are our strengths?• What are our Weaknesses?• How are we “Different”?• What makes us special to our current customers?
Assessing Market OpportunitiesMarket Trends• Who has money to spend in our services?• Why are they spending money and for what projects?Target Prospect Profile• By Industry• By revenue• By company sizeValue Proposition• What can we do for these targets?Prospecting• Network• Online Research
Sales Cycle: Awareness to Demand GenerationAwareness 20% 30 second pitch Email intro Inside sales script andQ&A Marketing Material Differentiation of ourservicesDemand Generation 40%o Focus on the RightProspectso Prospectingo Generate Interesto Volume is up: Word ofMouth
Sales Cycle : Engagement to ClosureSales Closure 80%• Goal is customer signedPurchase Order• Get Customer tocommit to continuedserviceSales Engagement 60%• Clean, concise salespresentation• Goal oriented sales meeting• Always leave the door open• Concrete next steps/activities
Differentiation Simplify and streamline document sharing Constantly exceeding customer expectations Review of service metrics available both in paper and online Establish a reputation of influencer and not a sales organization Branding image, mission, and delivery Strive to be the GO TO company