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Accelerate you customer Acquisition with Sales Sprints
- 1. MICHAEL HUMBLET How to Accelerate customer Acquisition
- 2. Services Pre-sales, consultancy, professional services,… Longtail Elephants Complexity Standard Custom Time & Cost of CAC What type of business do you want ? Michael@chaomatic.com
- 3. VP CEO Director Director B2B Sales Process B2C Sales Process YOUFriend 1 Friend 2 wife 1 Mother in Law 1 Strategic Operations
- 4. B2B Sales Process Strategic Operations • Operations care about: • Operational problems • Solving short term issues • Talk their language: • Short term goals • help with operational problems • Show real cases • Execs care about: • Top line revene = more sales • Bottom line = Cost reduction • Talk their language: • No details • Strategic Vision • Show graphs/charts/ROI numbers Create sales material for their manager To speed up closure and approval decissions
- 5. How Many Meetings ? 80% of sales takes places between 5th and 12th contact. 90% of sales give up after the 3rd contact B A N T Use BANT qualification criteria. Referrals have priority Focus on the Alpha in the room Buy from you Customers buy from you when they trust you. Get them to Like you. 74% Next Step Always walk out with a next step. Follow up is key, that is where most companies miss the ball.. Measure this ! 80 % Closing metrics during the sales process No meeting should be the same Use the first meeting to listen and ask many questions The next meeting incorporate this information Make the people who help you shine, make them a star ! Michael@chaomatic.com Budget Authority Need Timeframe
- 6. B2C Sales Process Trust & Likeability • USE EMOTIONS – Speak to the heart • Network – Conversations matter • Sales cycles are short – close immediately • Prove Immediate value / delivery” “People don’t like to be sold, but love to buy”
- 7. Time to move your sales perspective Move towards a buyer centric process Sales Centric Customer Centric Michael@chaomatic.com AWARENESS EDUCATION SELECTION USE and EXPANSION Customer Journey 1 2 3 4 5 6
- 8. AWARENESS EDUCATION SELECTION ONBOARDING USE and EXPANSION WHY DO I NEED THIS ? The Customer Buying Journey WHY DO I NEED THIS NOW ? WHY SHOULD I PICK YOU ? 1 2 3 Michael@chaomatic.com
- 9. Issues – problems - worries The right type of customers Customers that can buy your product Get their attention With something they want Prove your value Show your real measurable value Speak their language The only way they understand you Michael@chaomatic.com
- 10. Create Focus Focus on 1 segment of your market: Sales Sprints DOMINTATE IT Michael@chaomatic.com 1. Segment the Hell out of your verticals 2. Learn to speak their language 3. Focus your sales team 4. Look at the data 5. Learn what works and what doesn’t 6. Repeat
- 11. Create Focus Segment 1 Michael@chaomatic.com Domination & Speed is the name of the game Segment 2 Segment 2 Segment 3 World Domination
- 12. Sales Sprint Timeline Focus on 1 segment of your market: Sales Sprints W 2W1 W 3 Setup W 4 W 6 W 2W1 W 3 Setup W 4 W 6 Execution Execution • FOCUS • ACCELERATE • OWN THE SEGMENT • GO TO ADJACENT SEGMENT W = Week Michael@chaomatic.com
- 13. Use Case: Cumul.io W 2W1 W 3 Setup W 4 W 6 Sales Sprint Execution • How can we sell faster? • Target customers of large CRM system = Teamleader • Expected target results after 6 weeks: • 20 licenses Michael@chaomatic.com
- 14. Setup: • Create campaign blueprint as foundation • Dedicated content, pricing & website • Subpage on the website: cumul.io/teamleader • Build contact list: • Screenscraping (events) & linkedin • Google Adword campaign to target • Twitter follower campaign • Analytics at every step to see impact Use Case: Cumul.io W 2W1 W 3 Setup Michael@chaomatic.com
- 16. Dedicated Pricing Dedicated Sign-Up Use Case: Cumul.io Michael@chaomatic.com
- 17. Expected: • Expected target results after 6 weeks: • 20 licenses Results: • 15 Signed up Customers • 2 large enterprise • 4 weeks later, still leads effect on sign-ups Learning: • Better to do Direct campaign • Focus more on google Adwords • Tune modular pricing Use Case: Cumul.io W 3 W 4 W 6 Execution VOLUME => ITERATE => QUALITY => REPEAT Michael@chaomatic.com
- 18. What to measure Quantity Measure the activity & steps to get to a certain goal or KPI Quality Measure the conversion rates and final results. Michael@chaomatic.com
- 19. NEXT ACTIONS : Accelerate your Revenues Michael@chaomatic.com
- 20. All rights reserved. No part of this document may be reproduced, utilized, stored in a retrieval system, or transmitted in any form or by any means without the prior written permission of Chaomatic. The information, including any analyses, numbers, images, and pricing data contained in this document are non-binding and for discussion purposes only. As such, they are subject to adjustments and/or modifications at the sole discretion of Chaomatic. Any agreement is subject to the signature of a definitive final contract between Chaomatic and the recipient and the acceptance by the Recipient of Chaomatics’ terms and conditions. Legal notices and disclaimer
Editor's Notes
- 74% customers buy because they trust you 80% of sales takes places between 5th and 12th contact. 90% of sales give up after the 3rd contact
- What every customer is thinking
- Focus on 1 segment of your market. Own it: become the big fish in the small pond. A/B testing, experiment, iterate and keep moving
- Focus on 1 segment of your market. Own it: become the big fish in the small pond. A/B testing, experiment, iterate and keep moving
- Focus on 1 segment of your market. Own it: become the big fish in the small pond. A/B testing, experiment, iterate and keep moving
- If you recognise any of these problems - > talk to me