Integrative methods for applying data, analysis, and logic to leverage resouces, drive revenue, and maximize return on investment.

1. Proprietary. Do not duplicate without author’s permission William N. Nemecek

2. Proprietary. Do not duplicate without author’s permission William N. Nemecek
Optimize Return
Maximize Revenue
Manage Costs
Improve WinPercentage
Generate EnterpriseValue
Improve Overall Execution
AlignSales Operationswith
Partners andResources
Elevate Internal andExternal
Customer Satisfaction
ROI
Revenue
Cost
WinRate
Capture Rate
Enterprise Value
Accuracy
Resource Alignment
Partner Satisfaction
SalesOrganization DesignandCustomer Prioritizationmaximizesresources, creates
efficiencies, and fully leverages sales costs to optimize revenue and ROI production

3. Proprietary. Do not duplicate without author’s permission William N. Nemecek
Basic Segmentation Chart
• Populationis distinct from other market
segments
• Populationis homogeneouswithinthe
segment
• Populationrespondssimilarlyto stimulus like
pricing, product, service, sales efforts, and/or
competition
• Populationcanbe reached by market
interventionlike sales, promotion, service,
etc.
Basic Market Segmentation Criteria;
Market segmentation helps ascertain whether various products/services/offerings
are capturing new clients or cannibalizing existing client/market segments.

4. Proprietary. Do not duplicate without author’s permission William N. Nemecek
Basic Client Prioritization Criteria
Prioritizingclientpopulationbasedupon the potentialrevenueeach represents and the
costs relatedto capturingbusiness is criticalto assure maximized revenueand ROI
Basic Client Prioritization Chart
HPLC1 HPLC 2
HPLC 4HPLC 3
HPHC1 HPHC 2
HPHC 4HPHC 3
HCLC1 HCLC 2
HCLC 4HCLC 3
LPLC1 LPLC 2
LPLC 4LPLC 3

5. Proprietary. Do not duplicate without author’s permission William N. Nemecek
Segmenting the sales organizationintofunctionalgroupsor channels maximizesrevenue
andROI, based on account type and potential,while fully leveragingsales costs

6. Proprietary. Do not duplicate without author’s permission William N. Nemecek
SalesOrganization DesignandCustomer Prioritizationmaximizesresources, creates
efficiencies, and fully leverages sales costs to optimize revenue and ROI production
Strategic Accounts – Highly-skilled relationship consultants
aligned with small number of high value customers.
Basic Sales and Customer Alignment;
Field Sales – Highly-skilled consultative executives capable
of “hunting” and “farming” aligned with high revenue low-
to mid-cost customers.
Account Management – Consultative Sales and Customer
Service experts aligned with moderate revenue potential /
moderate cost customers.
Inside Sales – Sales Associates / Call Center representatives
aligned with geographically remote, low revenue, and high
cost customers.

7. Proprietary. Do not duplicate without author’s permission William N. Nemecek
SalesOrganization DesignandCustomer Prioritizationmaximizesresources, creates
efficiencies, and fully leverages sales costs to optimize revenue and ROI production
Strategic Accounts – Highly-skilled relationship consultants
aligned with small number of high value customers.
Basic Sales and Customer Alignment;
Field Sales – Highly-skilled consultative executives capable
of “hunting” and “farming” aligned with high revenue low-
to mid-cost customers.
Account Management – Consultative Sales and Customer
Service experts aligned with moderate revenue potential /
moderate cost customers.
Inside Sales – Sales Associates / Call Center representatives
aligned with geographically remote, low revenue, and high
cost customers.