Customer Acquisition Cost• What is your cost of customer acquisition?• What is the deal size that your Field sales reps chase? Cost of Customer AcquisitionIndirect Sales Field SalesCost of Customer Acquisition $1,750.00 Cost of Customer Acquisition $109,700
Value Proposition• How to craft an effective value proposition? Avoid oversell Portray thought leadership through whitepapers, blogs, ebooks and podcasts Identify and Address Customer needs
SUCCESSFUL SALES PROCESS• Know your audience• Research your audience- example (IBMs all-star salesman) http://money.cnn.com/2008/09/23/technology/h empel_IBM.fortune/index.htm
Defining The Sales System• What is the average deal size?• Determine how many unique contacts?• What is the deal closure cycle?
Develop a Prospecting Plan• Sales Quota.• Number of Prospects to contacted to achieve this.• Right person contacts.• Efficiency Utilisation.
Sample Call Tracking MatrixA Calls to Unique Contacts per dayB Total unique contacts per monthC Total # of contacts with : Daily Frequencies Weekly Frequencies Bi-Weekly Frequencies Monthly FrequenciesD Total Scheduled Calls Efficiency=Total Scheduled Calls/Total unique contactsE per monthF Schedule Effeciency in % = Line E/Line B* 100
How to Close• Call for Action- Keep it simple• Do proof of Concept• Freemium- Limited Version free product