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Competitive Growth

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Strategic ways to analyze how sales grows revenues and marketshare

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Competitive Growth

  1. 1. Competitive Growth Faster Revenues John Akbari [email_address] JohnAkbari.com +1 (917) 675 3197 June 2011
  2. 2. Sales performance: analysis Competitive Position Return on Sales weak strong low high <ul><li>Initial deals </li></ul><ul><li>Add-on deals </li></ul><ul><li>Deal size </li></ul>
  3. 3. Sales performance: solution-driven Competitive Position Return on Sales weak strong low high Bubble size = sales <ul><li>Steeper slope </li></ul><ul><li>Grow revenues & margins </li></ul><ul><li>Reproducible sales process </li></ul><ul><li>Less innovation </li></ul><ul><li>Tactical </li></ul>
  4. 4. Sales performance: innovation-driven Competitive Position Return on Sales weak strong low high <ul><li>Flatter slope </li></ul><ul><li>New customers </li></ul><ul><li>Consultative sales </li></ul><ul><li>More innovation </li></ul><ul><li>Strategic </li></ul>
  5. 5. Sales performance: revenues and market Competitive Position Return on Sales weak strong low high Client 1 Client 2 Client 3
  6. 6. <ul><li>Please visit </li></ul><ul><li>http://www.johnakbari.com/resources/ </li></ul><ul><li>John Akbari </li></ul><ul><li>JohnAkbari.com </li></ul><ul><li>[email_address] </li></ul><ul><li>+1 (917) 675 3197 </li></ul>Resources

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