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THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
How the Challenger Sale philosophy applies to CSMGainsight
Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Part of the #AETCWorkshop series looking at upselling.
Designed and delivered to an international audience of business owners in Tallinn, Estonia.
For all enquires contact Richard.Brooks@k-international.com
Learn more at https://basetemplates.com/pitch-deck-template. Build a pitch deck you can be confident will sell your investors, with our 100 zero-hassle premade eye-catching slides. They cover every essential pitch deck element you could think of and are based on an analysis of top startup pitch decks from many different industries. The template works with PowerPoint, Keynote and Google Slides.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
Major Sales Growth Drivers For Every Organization And Industry PowerPoint Pre...SlideTeam
Major Sales Growth Drivers For Every Organization And Industry PowerPoint Presentation Slides is designed to nail business conferences. The smart professional visual appeal of this sales growth strategy PowerPoint slideshow immediately captures the audience’s interest. Cutting-edge graphics by design specialists and data gathered by industry experts are combined to create this sales dashboard PowerPoint complete deck. State-of-the-art data visualization featured in this sales KPIs PPT theme helps you in easily mapping out the sales process. Demonstrate ways to optimize sales through the sales pipeline. Walk your audience through factors like a high-level business strategy that serve as drivers for growth. Use this sales growth metrics PowerPoint presentation to showcase how to perfect your pitching skills. Consolidate the needs, problems, solutions, and plans of target customers in a neat tabular format. Communicate how the steps involved in creating a sales strategy using this PPT template deck. Present a sales trend analysis, customer journey map, and sales team productivity. Hit the download icon and begin instant personalization. Our Major Sales Growth Drivers For Every Organization And Industry PowerPoint Presentation Slides are topically designed to provide an attractive backdrop to any subject. Use them to look like a presentation pro. https://bit.ly/38v149U
Sales Enablement Plan PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales Enablement Plan Powerpoint Presentation Slides. Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twenty eight slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Plan Powerpoint Presentation Slides complete deck.
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Part of the #AETCWorkshop series looking at upselling.
Designed and delivered to an international audience of business owners in Tallinn, Estonia.
For all enquires contact Richard.Brooks@k-international.com
Learn more at https://basetemplates.com/pitch-deck-template. Build a pitch deck you can be confident will sell your investors, with our 100 zero-hassle premade eye-catching slides. They cover every essential pitch deck element you could think of and are based on an analysis of top startup pitch decks from many different industries. The template works with PowerPoint, Keynote and Google Slides.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
http://www.pipelinersales.com/ A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business.
In this presentation you will:
- Explore the reasons why scalability in your sales process is so important;
- Reveal some proven tactics you can deploy to achieve this.
Is your sales process scalable? What practices do you use to ensure your sales process copes with the growth of your business? Please let us know in the comments below.
--
Source: http://blog.pipelinersales.com/sales-process-management/scalable-sales-process/
Cross-Selling & Up-Selling with Miller Heimansarahlmilligan
These slides were originally presented by Rich Blakeman, sales vice president for Miller Heiman, in a presentation, Cross-Selling & Up-Selling:Uncovering Hidden Opportunities, to the San Francisco Chamber of Commerce, Tuesday, July 14, 2009.
Major Sales Growth Drivers For Every Organization And Industry PowerPoint Pre...SlideTeam
Major Sales Growth Drivers For Every Organization And Industry PowerPoint Presentation Slides is designed to nail business conferences. The smart professional visual appeal of this sales growth strategy PowerPoint slideshow immediately captures the audience’s interest. Cutting-edge graphics by design specialists and data gathered by industry experts are combined to create this sales dashboard PowerPoint complete deck. State-of-the-art data visualization featured in this sales KPIs PPT theme helps you in easily mapping out the sales process. Demonstrate ways to optimize sales through the sales pipeline. Walk your audience through factors like a high-level business strategy that serve as drivers for growth. Use this sales growth metrics PowerPoint presentation to showcase how to perfect your pitching skills. Consolidate the needs, problems, solutions, and plans of target customers in a neat tabular format. Communicate how the steps involved in creating a sales strategy using this PPT template deck. Present a sales trend analysis, customer journey map, and sales team productivity. Hit the download icon and begin instant personalization. Our Major Sales Growth Drivers For Every Organization And Industry PowerPoint Presentation Slides are topically designed to provide an attractive backdrop to any subject. Use them to look like a presentation pro. https://bit.ly/38v149U
Sales Enablement Plan PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales Enablement Plan Powerpoint Presentation Slides. Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twenty eight slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Plan Powerpoint Presentation Slides complete deck.
Retail Outlet Business Plan Proposal Powerpoint Presentation SlidesSlideTeam
Establishing a retail store requires a whole lot of planning and research. From finding an appropriate store location, customizing store layout, to curating marketing plans and to spread awareness, an entrepreneur has to look after everything to make its position in the market. Therefore, to make this process easy, retail business consultancy can help a great deal in planning out everything. So, put forth a compelling proposal citing innovative services of your company with our visually appealing Retail Outlet Business Plan Proposal PowerPoint Presentation Slides. This store PowerPoint layout has a well-composed cover letter in which you can mention your key deliverables in a well- organized manner. Proficiently showcase various sections of your proposal in the table of contents slide for your convenience. Explain your project context and objectives thoroughly in this store template of this PowerPoint proposal deck. Understand their retail needs and depict a comprehensive plan of action like discussion, feasibility study, strategy development, client review, and go live to help them establish their store properly. Take the help of our emporium PPT template to elaborate on various other strategies like location scouting, store layout, product assortment, pricing strategy, shelf management, and marketing. With color schemes and a formatted table, discuss the time details required for completing the process. Exhibit multiple services offered by your company in a clear and concise manner including, analytics, reporting, staffing, licensing inventory planning, and control by employing our department store PowerPoint layout. In addition to this, you can showcase the total amount of money for each stage in the investment layout of this retail showroom PowerPoint template. Put a strong impression in front of your customers by showcasing your company overview and attaching clients’ testimonials in the end. Without further ado, download this mini-mall theme and create magic by making an awe-inspiring presentation. https://bit.ly/3tGSgVn
Sales And Marketing Alignment PowerPoint Presentation Slides SlideTeam
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Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
Driving Marketing Automation Success Across the Enterprise: Marketing StrategyMarketo
Looking to build the business case for launching a marketing automation solution at your enterprise organization?
Join Marketo to hear best practices for building a business case and marketing strategy to ensure you get documented buy-in from all stakeholders. As with any new process or system, everyone’s goals must be aligned in order to be successful.
Attend to learn how to:
-Build a business case to identify your strategies and objectives
-Quantify the potential benefits of your marketing automation solution
-Justify the improvements you are predicting
Digital Marketing Consulting For Business Proposal PowerPoint Presentation Sl...SlideTeam
If your company needs to submit a Digital Marketing Consulting For Business Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/3g2o5SS
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5 Pillars Of Organizational Strategy Powerpoint Presentation SlidesSlideTeam
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How to Implement Integrated (pURL) CampaignsCustomXM
Presentation from the 2013 NPOA Spring Conference in New Orleans. Demonstrating how and why print service providers should consider implementing integrated campaigns as part of their service offerings
Customer Support And Services Guide Powerpoint Presentation SlidesSlideTeam
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Description of this above product -
After sales service encompasses all the assistance provided to customers after purchasing a product or service. Grab our informative PowerPoint presentation on Customer Support and Services Guide. It overviews after sales services, their benefits, needs, and best practices. Implementing an effective after sales support strategy can enhance customer satisfaction, promote brand loyalty, and even generate positive word of mouth advertising. Our customer services deck delves into various aftersales services, such as training, assurance, support, assistance, and rewards. Additionally, it highlights the positive impact of excellent after sales services and offers a set of dashboards to monitor customer retention and satisfaction. Moreover, our customer support PPT covers a range of services, including product guarantees, warranty, returns, replacements, configurations, installations, maintenance, and relocation. You can access our 100 percentage customizable template by downloading it, and its also compatible with Google Slides.
Word Of Mouth WOM Marketing Strategies To Build Brand Awareness Powerpoint Pr...SlideTeam
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Word of mouth marketing generates honest discussions about and recommendations for a product or company by getting people to discuss your brand, product, or business. Grab our Word of Mouth WOM Marketing Strategies to Build Brand Awareness template. It includes a brief overview of the concept and benefits of word of mouth marketing. Our WOM strategies deck contains significant industry statistics, types, and challenges. Additionally, it covers the need for and major types of word of mouth marketing strategies such as customer referral marketing, social media influencer marketing, brand ambassador marketing, affiliate marketing. It further incorporates the user generated content, employee advocacy, customer reviews and testimonials, buzz marketing, viral marketing, guerrilla marketing, and other strategies. Finally, the module highlights the impact, campaign budget, plan, and implementation framework for word of mouth marketing. Get to know more by downloading our 100 percentage editable and customizable template, which is also compatible with google slides.
Strategic Staff Engagement Action Plan Powerpoint Presentation SlidesSlideTeam
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Traditional marketing uses offline media to reach, target, and attract a wider audience. Grab our insightfully designed template on Traditional Marketing Channel Analysis that provides an overview of offline marketing. It includes Traditional marketing techniques, that are more resilient and leave a stronger impression on the customers. It also has a positive impact on businesses as it helps to capture a broader range of audience. It includes key features, statistics, best practices, and benefits audience growth, reusable material, increased credibility, and brand exposure. Our conventional marketing deck further includes approaches that help organizations increase sales and attract customers, such as newspaper and magazine advertising, company brochures, and direct mail. The PowerPoint presentation also incorporates outdoor broadcasting, one on one, referral marketing, radio ads, billboards, transit advertising, sticker, and word of mouth marketing. Lastly, it highlights the critical marketing team players and the cost spent on every advertisement channel. Get access to this powerful template now.
Integrating Asset Tracking System To Enhance Operational Effectiveness Comple...SlideTeam
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How Amazon Generates Revenues Across Globe Powerpoint Presentation Slides Str...SlideTeam
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The primary objective of Amazons business strategy is to meet customer demands by providing an exceptional experience. Our professionally designed How Amazon Generates Revenues Across the Globe template presents an overview of Amazons marketing strategy, including partnerships, initiatives, marketing activities, and brand positioning. The deck focuses on gaining a competitive advantage by showcasing the progress Amazon has made over the years, such as their successful IPO investment, performance progress, and managing competition. The Amazon Business Strategy module shows the companys performance in managing SWOT analysis, BCG matrix, and VRIO analysis. The PPT also includes an assessment of Amazons marketing mix, advertising strategy, and business model to enhance revenue and market share. Additionally, the template presents the selling process across the platform, financial review, and future predictions. Finally, it showcases the critical executives associated with Amazons core team. Gain access to this powerful template now and unlock Amazons business strategy secrets.
Guide For Effective Event Marketing Powerpoint Presentation Slides Mkt CdSlideTeam
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Event marketing is a strategy used to create awareness of a companys products or services through direct customer engagement. Check out Our Guide for an Effective Event Marketing template. It has been carefully designed to help companies engage their target audience effectively. Our Social Media Advertising deck highlights the benefits, emerging trends, and statistics of event advertising while also addressing common challenges faced by marketers, such as audience engagement and converting pre registrants to attendees. Our Conference Marketing PPT covers virtual and physical events, including webinars, live streaming, tradeshows, and conferences. It also provides insights on social media platforms used for promotion and outlines critical steps in event marketing, including goal setting, management checklists, activity management, audience attraction, and performance evaluation. Lastly, our Audience Engagement module details the marketing team, impact, and advertising channel costs. Access our resources today and take your event marketing to the next level.
Managing Business Customers Technology Powerpoint Presentation SlidesSlideTeam
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Managed Services refers to outsourcing IT services to improve operational efficiency and reduce costs for an organization. The Managing Business Customers Technology PowerPoint presentation provides insights on pricing and growth strategies for these services, making it useful for IT and Chief Strategy managers looking to determine the right pricing model. The Capacity Services Management presentation includes an analysis of the global managed services market, competitive landscape, and pricing models such as Per User, Per Device, A La Carte, and Tiered Pricing. These models are compared based on scalability, cost, and technology, and the most suitable one is selected. The presentation also highlights the impact of implementing the pricing strategy and the key strategies for managed services growth, which can lead to increased sales, reduced operational costs, and increased market share. Gain access to this informative template now.
Unearthing Apples Billion Dollar Branding Secret Powerpoint Presentation Slid...SlideTeam
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In today's digital era, the dynamics of brand perception, consumer behavior, and profitability have been profoundly reshaped by the synergy of branding, social media, and website design. This research paper investigates the transformative power of these elements in influencing how individuals perceive brands and products and how this transformation can be harnessed to drive sales and profitability for businesses.
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How To Set Up A Powerful Sales Funnel PowerPoint Presentation Slides
1. HOW TO SET UP
A POWERFUL
SALES FUNNEL
Your Company Name
2. TABLE OF CONTENTS
2
The Starting Point- Review the Sales Pipeline
XX
4 Ways to Increase Sales Through a Sales Pipeline
XX
Drivers of Sales Growth
XX
□ Growth Driver #1 - Perfect Your Pitch
□ Growth Driver #2- Include High-Level Business Strategy
□ Growth Driver #3- Improve Your Sales Strategy
Map Out the Sales Process
XX
Sales: The Big Picture
XX
Sales Strategy
XX
□ Step 1- Gathering Sales Insights
▪ Sales Trend Analysis
▪ Analyzing Customer Journey Map
▪ Competitive Benchmarking
▪ Sales Performance of Competitors
▪ Analysis of Impact of Business Strategy on Sales Strategy
▪ Sales Team Productivity Assessment
▪ Sales Team Productivity Assessment Template 2
▪ Sales Operations Maturity Assessment
□ Step 2- Developing Best Practices
▪ Implementing Lean for Improved Sales Processes
▪ Sales Operations Maturity – Best Practices
□ Step 3- Prioritizing Deals
▪ Sales Priority Matrix
□ Step 4- Sales Roadmap
3. TABLE OF CONTENTS
3
Sales Strategy- Summary
XX
Sales Operations Strategy Scorecard
XX
Sales Roadmap
XX
4. THE STARTING POINT-REVIEW THE SALES PIPELINE
4
Strangers
(Awareness)
Visitors
(Discovery)
Leads
(Intent)
Customers
(Purchase)
Promoters
(Loyalty)
XXXX Your Text Here
XXXX Your Text Here
XXXX Your Text Here
XXXX Your Text Here
XXXX Your Text Here
Number Duration
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
5. 4 WAYS TO INCREASE SALES
THROUGH A SALES PIPELINE
5
Target More
Potential Customers
Reduce Steps for
Potential Customer
Aim for Maximum
Conversion of
Leads into Customers
Focus on
the Big Deals
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
6. DRIVERS OF
SALES GROWTH
6
1 Perfect Your Pitch
More the valuable your product/service, better the sales
2
Include High-Level Business Strategy
Incorporate new customers/markets/new geos/new marketing
campaigns in your sales strategy
3
Perfect Your Pitch
Based on past campaigns and new market realities,
create an unbeatable sales strategy
7. GROWTH DRIVER #1 PERFECT YOUR PITCH
7
Who is the
Target Customer
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
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› Your Text Here
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› Your Text Here
› Your Text Here
What’s Our Killer Value
Proposition
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
How Unique is Our
Marketing Message
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
What is Our Distribution
Strategy
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
8. GROWTH DRIVER #2 INCLUDE HIGH-LEVEL BUSINESS STRATEGY
8
Have we launched any new
marketing campaigns?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we made changes in
our Distribution plan?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we made changes
in our Pricing plan?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we targeted any
new target customers?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we expanded to
any new geographies?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we launched any
new products/services?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
Have we targeted any
new markets?
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
› Your Text Here
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
9. GROWTH DRIVER #3 IMPROVE YOUR SALES STRATEGY
9
Invest in Sales Infrastructure
› Invest in a powerful Sales CRM solution
› Invest in Business Intelligence & Market Intelligence
solutions
› Invest in ERP software
Build Stronger Relations with Partners
› Optimize and/or grow partnerships with distributors or
agents
› Optimize and/or grow partnerships with marketing
agencies
› Optimize and/or grow partnerships with consultants
Invest Resources in Salespersons
› Increase the salesforce if needed
› Hire competent salespersons
› Invest in their training and growth
› Build a productive work environment for the team
Improve the Sales Process
› Optimize the Customer Purchase Journey
› Improvise the sales methodology based on data
insights
› Automate the sales processes
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
10. MAP OUT THE SALES PROCESS
10
Activities Process Owner
Sales Activity
Lead
Sales Activity
Support
› Client Mapping
› Research
› Meeting
› Pro-active selling
› Sales Team › Sales Team › Executive Team &
Operations
› Scope Q&A
› Solution Approach
› Pricing
› Program Timetable
› Proposal
› Sales
› Team
› Operations &
Finance
› Sales
› Team
› Final Presentations
› Site Visits
› Inside Channel
Feedback
› Contract
Negotiations
› Program Planning
› Sales
› Team
› Executive Team › Sales
› Team
› Provide Contracted
Services
› Operations › Operations &
Recruitment
› Finance
Lead Generation
Solution
Deal Closing
Program
Launch
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
11. SALES THE BIG PICTURE
11
Target
Customer
Target
Customer
Target
Customer
Target
Customer
Target
Customer
1 2 3 4
Their Needs Text Here Text Here Text Here Text Here
Problems
Faced by Them
Text Here Text Here Text Here Text Here
Our Solution Text Here Text Here Text Here Text Here
Our Sales Strategies Text Here Text Here Text Here Text Here
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
14. SALES TREND ANALYSIS
14
Revenue by Territory
Japan
America
Asia
Pacific
Europe
23%
41%
12%
24%
Sales by Product
Softwar
e
Consultin
gHardware
Services
24%
25%
9%
42%
Pipeline per EmployeeWin/ Lost by Month
$0K $5K $10K $15K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
Sum of Win Some of Loss
$0K $100K $200K $300K
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
SumofPipeline
Forecasted Total Opportunities
$0K $100K $200K $300K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
SumofForecasted
$0K $5K $10K $15K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
Sum of Win Some of Loss
Won & Lost Opportunities
35% Won
Opportunities
56% Lost
Opportunities
Sales Pipeline
2,500
Prospects
1,800
Marketing Qualified Leads
38
Won Deals
130
Sales Qualified Leads
55,000
Visitors
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
15. SALES TREND ANALYSIS
15
Top Opportunities
$10111
$12140
$70030
$55410
$2000
$55000
$0 $10000 $20000 $30000 $40000 $50000 $60000 $70000 $80000
Company 1
Company 2
Company 3
Company 4
Company 5
Company 6
Value
$10132
$52035
$15432
$55413
$0 $10000 $20000 $30000 $40000 $50000 $60000
Mary
Emma
Michael
John
Revenue
5%
10%
15%
20%
50%
Plan1
Plan2
Plan3
Plan4
Plan5
45% 35%
24%
65%
New CustomersSales Funnel
100%
26%
13%
6%
Visitors
Leads
Repeat Customer
Customer
0
5
10
15
20
25
30
35
40
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Top Selling PlansSales Goal YTD
Top Sales Reps
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
16. ANALYZING CUSTOMER JOURNEY MAP
16
Stage Awareness Consideration Decision Delivery & Use Loyalty & Advocacy
Customer
Activities
Hear from friends, see
offline or online ad,
read from newspapers
Compare & evaluate
alternatives
Add groceries to
shopping cart
Make an order
Receive or pick up on
order
Contact customer
service
Enjoy groceries
Order again and/ or
order more
Share experience
Customer Goals Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Touchpoints Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Experience
Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Business Goal Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
KPIs Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Organisational
Activities
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Responsible Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Technology
Systems
Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
17. COMPETITIVE BENCHMARKING
17
Performance – 2019 Competitor 1 Competitor 2 Competitor 3 Competitor 4 Competitor 5
Sales (billions) $36.5 $61.1 $118.4 $103.6 $69.9
Percent Margin 36.0% 17.9% 24.3% 44.1% 25.2%
Marketing & Sales Expenses (% sales) 8.5% 8.7% 8.3% 17.0% 16.3%
Net Marketing Contribution (billions) $10.0 $5.6 $18.9 $28.1 $5.9
Operating Income (billions) $7.7 $3.2 $10.8 $17.1 $6.2
Performance Metrics
Operating Income (% sales) 21.0% 5.2% 9.1% 16.5% 8.9%
Marketing ROS 27.4% 9.2% 16.0% 27.1% 8.4%
Marketing ROI 323% 106% 192% 160% 52%
This slide is 100% editable. Adapt it to your needs and capture your audience's attention
19. ANALYSIS OF IMPACT OF BUSINESS STRATEGY ON SALES STRATEGY
19
Business Strategy
This slide is 100% editable. Adapt it to your needs and capture your
audience's attention
Pricing Strategy
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audience's attention
Promotion Strategy
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audience's attention
Distribution Strategy
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audience's attention
Market Target(s) Strategy
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audience's attention
Product Strategy
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audience's attention
20. SALES TEAM PRODUCTIVITY ASSESSMENT
20
Activity Goals vs. Performance this month
15%
Calls
53/354
18%
Successful Calls
36/200
20%
Planned Meetings
4/20
100%
Tasks
19/0
Top Lost Reasons
9
5
3
2
1.8
1.5
3
1
Chose Competitor
Competition
High Price
Authority
You Team Average
Win Ratios
2 : 1
Number of opps required to
win one deal
2.7 : 1
Number of leads required to
win one deal
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21. SALES TEAM PRODUCTIVITY ASSESSMENT TEMPLATE 2
21
Summary Completion Overdue
Progress, Plan &
Problems
Reward
John Smith Finished what he planned 70% 2 Text Here
Anita Smith Doesn't complete his plans 20% 8 Text Here -
Tom Smith Doesn't complete his plans - 11 Text Here -
Mary Smith Shows Initiative 40% 1 Text Here
Peter Smith Didn’t Submit a report - - Text Here -
40%
60%
80% 20%
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22. SALES OPERATIONS MATURITY ASSESSMENT
22
Sales Operations Success Drivers Score Goal State Weight
Recruitment & Retention 1.8 2.3 10%
Consultative Sales Training 3.5 4.0 10%
Sales Process 1.5 2.0 15%
Sales Tools 3.6 4.1 5%
Sales Productivity Management 3.5 4.0 10%
Sales Analysis & Forecasting 2.3 2.8 10%
SFA/CRM 2.4 2.9 15%
Sales Compensation 3.8 4.3 10%
Sales & Marketing Alignment 3.0 3.5 10%
Sales Leadership & Management 3.8 4.3 5%
Sales Operations Score (Out of 100) 55 65 100%
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24. IMPLEMENTING LEAN FOR IMPROVED SALES PROCESSES
24
Implementing Lean Six Sigma
Administrative Task
Selling Products
20%
80%
Before
A sales representative was focusing 20% of his time in
administrative tasks & 80% of his time on selling products
Administrative Task
Selling Products
10%
90%
After
The process improvement allowed the sales representative to
focus only 10% of his time in administrative tasks & 90% of his
time on selling products
25. SALES OPERATIONS MATURITY BEST PRACTICES
25
Description of Best Practices Score Notes/Comments
Recruitment
& Retention
New hires usually achieve their sales targets within 3 months of being recruited
& trained 1 Your Text Here
We have a solid Sales Compensation Plan to retain top staff with over 50%
achieving on-target-earnings 2 Your Text Here
Sales skills assessments are used to profile our top performers, screen new
hires & inform training needs 1 Your Text Here
We validate each candidates writing skills, presentation skills, education & past
employment 4 Your Text Here
At least 2 other team members are part of the evaluation process 1 Your Text Here
Consultative
Sales Training
We have adopted a consultative sales methodology such as SPIN Selling, Miler
Heiman, etc. 4 Your Text Here
Our sales representative are capable of discussing real customer needs & the
impact of key challenges 5 Your Text Here
Key Account Planning, Stakeholder Analysis &/or Territory management tools
are in place to assist reps 3 Your Text Here
A comprehensive Sales training manual with sales tools has been created to
document our methods 2 Your Text Here
Sales training workshops are conducted at least once per year to maintain
continuous Improvement 4 Your Text Here
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27. SALES PRIORITY MATRIX
27
Value
Likelihood to Close
High value, still
qualifying
High value, likely to
close
Moderate value, likely
to close
Unknown value, early
qualification
Spend majority of time on high value and most likely
to close deals.
Then, focus on moderate to high value deals that
are likely to close.
Finally, spend the least amount of time on moderate deals
that are in the early stages of qualification.
Identify the most promising deals and prospects
and that need immediate attention
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29. SALES STRATEGY- SUMMARY
29
Key Metrics Last Year This Year Target
Total Revenue $275.6M $281.7M $300M
Customer Retention
Rate
72% 77% 82%
Sales Pipeline
Revenue
$150.62M $145.56M $175M
Customer
Acquisition Cost
$10,450 $9,675 $9,000
Team Size 150 172 200
Profit Margin 45% 46% 48%
Sales TargetsPipeline Targets
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
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30. SALES OPERATIONS STRATEGY SCORECARD
30
Recruit & Retain
Quality Sales Reps
Provide Better Consultative Sales
Training
Improve Analysis & Forecasting
Processes
Programs, Initiatives,
& Actions
Recruitment Campaign
Sales Training Workshops (SPIN Selling, Miler
Heiman, etc.)
Your Text Here
Sales Skills Assessment
Key Account Planning & Stakeholder Analysis
Training
Your Text Here
Sales Compensation Plan Redesign
Sales Training Manual (Policies, Procedures,
Tools, etc.)
Your Text Here
Key Performance
Indicators & Metrics
# F/T Sales Reps # Workshops/Year Your Text Here
Assessment Results # Key Account Plans Developed Your Text Here
% Reps Achieving On-Target-Earnings
Completed Sales Training Manual, # Sales
Tools
Your Text Here
Target Timeframe to
Achieve Goals
Increase Department to 25 reps by Jan (Q1)
Conduct 3 Sales Training Workforce in this
year
Your Text Here
Set Benchmarks this year, use for hiring this
year
Create Key Account Plan for 100 accounts in
this year
Your Text Here
70% of Reps hitting OTE in this year
Develop Sales Training Manual with 5 Tools
by Q4
Your Text Here
1 2 3
Objective
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31. SALES ROADMAP QUARTERLY GOALS TIMELINE
31
Quarter 1 2020 Quarter 2 2020 Quarter 3 2020 Quarter 4 2020
Milestone
Goal: $650 K Goal: $2M Goal: $2.1m Goal: $1.2m
Strategy
Stack + Workflow
Lead Generation
1 K Gold Calls
Retention + Churn
Administration
London Headquarters Opening
Prospecting Sprint Improve On-boarding Process
Cold Calling Lead Lists WeeklyWebinars
Localization
Sales Dashboard and CRM Setup Launch AutomationImplement Live Chat
Develop Customer Retention Strategy Document Customer Challenges Churn Analysis
Feedback Touchpoints Customer Satisfaction Survey Set Up Customer LoyIdentify Key at Risk Clients
Implement Bottoms Up Strategy Build Customer/Buyer Personas and Use Cases Competitive Analysis
Global Breakeven AnalysisDefine Competitive Advantage Define Customer Sales Territories
Analyse Operational Costs Hire Customer Success Manager (CSM) Financial Reporting
Hire Global Outbound TeamCreate Department Expenses Budget
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32. SALES ROADMAP GLOBAL EUROPE USA STRATEGY
32
Strategy Lead Generation Retention + Churn Administration Stack + Workflow
USA
Implement Bottoms –Up Strategy
Prospecting Sprint Develop Customer Retention
Strategy
Analyze Operational Cost
Launch Automation
Cold Calling Lead List
Create Department Expenses
BudgetDefine Important Sales
Territories
Churn Analysis Create Department Expenses
BudgetWeekly Webinars
Hire Customer Success
Manager(CSM)
Define Competitive Advantage Feedback Touchpoints Implement Live ChatImprove on – Boarding Process
Financial Reporting
Europe
Build Customer / Buyer Personas
and Use Cases
European Launch
Document Customer Challenges
Financial Reporting
London Headquarters Opening Customer Satisfaction Surveys
Global Global Breakeven Analysis
Australia + Pacific Rollout
Set Up Customer Loyalty
Program
Hire Global Outbound Team Localization
Localization
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33. HOW TO SET UP A POWERFUL SALES FUNNEL ICONS SLIDE
33
34. ADDITIONAL SLIDES
34
01. AGENDA
02. COMPANY INTRODUCTION
03. OUR MISSION VISION VALUES
04. OUR GOAL
05. ORGANIZATION CHART
06. COMPARISON
07. BAR CHART
08. PIE CHART
09. DASHBOARD
10. LINE CHART
11. CIRCULAR DIAGRAM
12. ROADMAP
13. TIMELINE
14. THANK YOU
35. AGENDA
35
Agenda 1
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Agenda 2
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Agenda 3
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36. COMPANY INTRODUCTION
36
Text Here
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Text Here
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37. OUR MISSION VISION VALUES
37
Mission
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Vision
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Values
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38. OUR GOAL
38
Goal 1
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Goal 2
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Goal 3
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39. ORGANIZATION CHART
39
Human Resource
Name Here
Slide Designer Artist
Name Here
Content
Name Here Name Here
Graphic Designer Customer Representative
Name Here
Business Slide Designer
Name Here
Account Manager
Name Here
Creative Director
Name Here
40. COMPARISON
40
40% Users
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60% Users
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41. BAR CHART
41
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Product02
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Product01
0
10
20
30
40
50
60
70
80
90
100
Jan Feb Mar Apr May Jun
Sales(inUSDmillions)
Year 2020
100%
Product01
Product02
42. PIE CHART
42
Product 04
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Product 03
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Product 01
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Product 02
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20%
30%
15%
35%
43. DASHBOARD
43
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Low
30%
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Medium
50%
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High
90%
0
100
50
Low
Medium
High
0
100
50
Low
Medium
High
0
100
50
Low
Medium
High
45. CIRCULAR DIAGRAM
45
Text Here
Text Here
Text Here
Text Here
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46. ROADMAP
46
2017
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2018
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2019
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2020
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47. TIMELINE
47
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Four
2020
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Three
2019
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Two
2018
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One
2017
48. 48
Address
# street number, city, state
Contact Number
0123456789
Email Address
emailaddress123@gmail.com
THANK YOU