Lead optimizer
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sales directors complain about the poor quality of their sales pipeline. Too many opportunities stay there with no evidence that they could be won. Lead Optimizer is precisely tackling the Silver medals and help you disqualify them, Sales Executive will get extra "free" time and resource to concentrate on the "Gold medals". savings are in the range of 100'000 USD or € per year for a midsize Service Organization.
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Lead optimizer
- 1. Lead Optimizer: « Maximize your funnel transformation » Prepared by JR Bloch February 2013 1
- 2. Table of content • Your current funnel / pipeline photography. • We keep too many opportunities … • What is the net impact on your sales efficiency? • What if we had a partition between Gold and Silver Medals ? • Gold medals vs. Silver medals. • What’s in it for you? • Start using Lead-optimizer today! 2
- 3. Your current funnel / pipeline photography. Opportunity #5 Opportunity #1 Opportunity #4 Opportunity #10 Opportunity #3 Opportunity Opportunity Opportunity #2 #8 #9 Opportunity #6 Opportunity #7
- 4. Opportunity #5 Opportunity #1 Opportunity #4 Opportunity #10 Opportunity #3 Opportunity « We keep too many opportunities in our Pipe #2 Opportunity #8 Opportunity #9 / Funnel, due to lack of a tougher qualification» B.S. Sales Director Opportunity #6 Opportunity #7
- 5. What is the net impact on your sales efficiency? • Dispersion of energy and investments on too many deals. • We no longer drive the business, the business drives us! • We loose too many deals because of our lack of focus! • Our Pre-sales and sales loose morale and enthousiasm! 5
- 6. What if we had a partition between Gold and Silver Medals ? Gold Medals Silver medals • You identified the opportunity • You may finish excellent 2nd before competitors best • You even managed to • You invest heavily in sales and influence the customers’ pre-sales time and budgets. requirements. • You did not find a proper coach • Your coach is dependable . at the prosepct • You offer a truly unique value • You could not Meet the Proposition. executive face to face. • You managed to speak at • You were never fairly treated executive level. 6
- 7. Opportunity #5 Opportunity #1 Opportunity #4 Opportunity #10 Opportunity #3 Opportunity Opportunity Opportunity #2 #8 #9 Opportunity #6 Opportunity #7
- 8. Opportunity #5 Opportunity #1 Opportunity #4 « We only « invest » on Gold Medals ! Opportunity Opportunity #10 We treat Silver medals with controled #3 energy investment. Opportunity Opportunity Opportunity #2 #8 #9 Opportunity #6 Opportunity #7
- 9. What’s in it for you? • You may win one out of two deals in the Gold medal quadrant. • You’ll loose all your Silver medals. ( You decided not to invest in those). • Why ? – Simply because you start driving your business. – Because you do not have unlimited time and budgets, and because your consultants and pre-sales resources need to stay energized. « I made 150% of my new Business quota, joined the achievers club applying Lead Oprimizer » JB sales account 9
- 10. Start using Lead-optimizer today: • Easy to use online application. • You select the category of your opportunities: Large Accounts or SME/SMB. • You respond to 20 questions. • You’ll get an « expert advise » Qualify, Disqualify, or improve your position. Enjoy : www.lead-optimizer.com/en 10
- 11. Need more information • contact JR Bloch: +972 52 64 57 477 or +33 183 64 74 07 • Email : jr@salestrainingemea.com 11