This document discusses strategies for growing sales and market share. It argues that high penetration of the right products is key to winning in the marketplace. A four-step strategy is outlined: selecting the right product assortment, implementing the right go-to-market strategy, using the right systems and tools to measure performance, and building the right sales team capabilities. The document provides insights and processes for optimizing each part of the strategy based on over 20 years of industry experience leading different product categories. The overall goal is to make brands easier to buy by more people in more situations at lower cost.
Managing a sales force in recessionary conditions requires a radically different approach, and companies that fail, either react incorrectly, or too late.
How using Return on Marketing Investment (ROMI or MROI) and ROMI calculators can be used to evaluate your past campaign success and make predictions about future campaigns.
InsideView Market Insights in action - InsideView DriveInsideView
InsideView grew up as a Sales Intelligence company and really defined the category. However in 2013 we expanded the company’s charter and our product portfolio to address the needs of marketing, customer success, and operations. Encompassing the lead to revenue journey.
Managing a sales force in recessionary conditions requires a radically different approach, and companies that fail, either react incorrectly, or too late.
How using Return on Marketing Investment (ROMI or MROI) and ROMI calculators can be used to evaluate your past campaign success and make predictions about future campaigns.
InsideView Market Insights in action - InsideView DriveInsideView
InsideView grew up as a Sales Intelligence company and really defined the category. However in 2013 we expanded the company’s charter and our product portfolio to address the needs of marketing, customer success, and operations. Encompassing the lead to revenue journey.
Reliable market sizing doesn't have to be as complicated or painstakingly slow as you think. This presentation offers a quick overview of the art and science of market sizing, and offers a step-by-step guide on how to conduct seven fast market sizing approaches.
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
Without a trusted method, your forecasting formula can lead to uncertainty, and this can become precarious. Let’s take a look at another option — a model that actually reflects how opportunities “flow” through your pipeline.
The Blackdot benchmarking methodology is based on collecting data for salesforce performance, effectiveness and efficiency. This is then compared to universal and industry specific benchmarks in order to identify opportunities for high-impact changes.
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
This document was a part of my assignment in Sales & Distribution Management, where I was asked to develop a sales plan for hypothetical new to the world product.
By:-
Aniruddh Tiwari
Linkedin :- http://in.linkedin.com/in/aniruddhtiwari
Make profitable marketing decisions by connecting sales and marketing data with the #1 marketing analytics application for Salesforce. Bizible integrates with all online marketing channels including AdWords, Bing Ads, Facebook and more at a granular level so you can optimize marketing by ROI / revenue, not leads.
Win More Competitive Deals With These 5 Selling StrategiesSales Hacker
What You'll Learn:
- The exact best time in the sales cycle to discuss competitors
- The importance ensuring your marketing communications are focused on a meaningful and unique selling proposition.
- Why understanding your market can make all the difference in knowing when to discuss the competition
- How to position yourself to win
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
Support presentation to the SPIN-UP Training Programme on Entrepreneurial Skills for University Spin-Offs.
SPIN-UP is a cooperation project supported by the European Commission that aims to create an Entrepreneurship Training and Coaching Programme that contributes to the development of Key Entrepreneurial Skills, both technical and behavioural, essential to enable and leverage University Spin-Offs growth.
Download and have access to other training materials in www.spin-up.eu
Reliable market sizing doesn't have to be as complicated or painstakingly slow as you think. This presentation offers a quick overview of the art and science of market sizing, and offers a step-by-step guide on how to conduct seven fast market sizing approaches.
Getting Unstuck: Overcoming Barriers to Revenue GrowthStephanie Fox
Need to get B2B recurring revenue growth back on track? Sales enablement and ops expert Stephen Hallowell outlines steps to follow now, and BizOps geek Alex Laats describes how account lifecycle management can help.
Without a trusted method, your forecasting formula can lead to uncertainty, and this can become precarious. Let’s take a look at another option — a model that actually reflects how opportunities “flow” through your pipeline.
The Blackdot benchmarking methodology is based on collecting data for salesforce performance, effectiveness and efficiency. This is then compared to universal and industry specific benchmarks in order to identify opportunities for high-impact changes.
I wrote and researched this study published by the social media network, "The Customer Collective" and sponsored by Oracle. For over 8 weeks this became the #1 most downloaded financial management whitepaper on ZDNet’s worldwide network of websites. In April, 2009 “The Customer Collective” was asked by Kraft Foods for permission to use it in training their sales directors in 64 countries.
This document was a part of my assignment in Sales & Distribution Management, where I was asked to develop a sales plan for hypothetical new to the world product.
By:-
Aniruddh Tiwari
Linkedin :- http://in.linkedin.com/in/aniruddhtiwari
Make profitable marketing decisions by connecting sales and marketing data with the #1 marketing analytics application for Salesforce. Bizible integrates with all online marketing channels including AdWords, Bing Ads, Facebook and more at a granular level so you can optimize marketing by ROI / revenue, not leads.
Win More Competitive Deals With These 5 Selling StrategiesSales Hacker
What You'll Learn:
- The exact best time in the sales cycle to discuss competitors
- The importance ensuring your marketing communications are focused on a meaningful and unique selling proposition.
- Why understanding your market can make all the difference in knowing when to discuss the competition
- How to position yourself to win
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
Support presentation to the SPIN-UP Training Programme on Entrepreneurial Skills for University Spin-Offs.
SPIN-UP is a cooperation project supported by the European Commission that aims to create an Entrepreneurship Training and Coaching Programme that contributes to the development of Key Entrepreneurial Skills, both technical and behavioural, essential to enable and leverage University Spin-Offs growth.
Download and have access to other training materials in www.spin-up.eu
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent
sales growth.
Sales Operations can play a significant role in enabling transformation and driving sales productivity improvement. In particular, Sales Operations leaders can harness the power of advanced analytics capabilities to drive continuous improvement. This is an edited version of the presentation McKinsey's Brian Selby made at Dreamforce 2016.
Four megatrends are defining today's and tomorrow's sales landscape: Technology, demographic shifts, economics of experimenting, and the power of the user. This speech by McKinsey's Jennifer Stanley explores the trends, and lays out the five things that sales executives need to do now to adapt. For more on McKinsey's megatrends, be sure to check out: http://www.mckinseyonmarketingandsales.com/megatrends-for-sales-organizations
This presentation analyses strategic options of growing a business. It begins with an understanding of the term—growth. This understanding helps in appreciating various growth strategies available to companies.
This presentation is based on the book Sales Growth: Five Proven Strategies from the World's Sales Leaders. Sales Growth focuses on how to drive top line growth. Through interviews with 120 sales leaders from the world’s most successful B2B and B2C companies, the authors have uncovered the stories and innovative practices that drive growth. Sales Growth distills the interviews into a set of practical, real-world insights across five major strategies: Find Growth Before Your Competitors Do; Sell the Way Your Customers Want; Soup up Your Sales Engine; Focus on Your People.
In the past, selling offered high rewards to those with the energy to sell hard and the tactics to close deals. In the new era, it will offer even greater bounty to those who can sell smart and understand and implement strategies for creating customer value.
Ryan Hilliard, Head of Growth at ROI Revolution, reviews the importance of considering the customer journey when approaching your digital marketing mix, and applies this key facet of advertising to managing Shopping Campaigns for Google and Bing.
Segmenting the Market to Find Areas of OpportunityCompTIA
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, hear about one of the most effective paths to accelerating a company’s revenue growth. Target your sales and marketing efforts to very specific audiences. Insightfully segmenting of the potential market can provide the launching pad for a successful sales plan.
Business Pan for my previous startup Intellex Marketing, a retail media and marketing analytics firm, which delivers targeted promotions and marketing messages in a modern trade store at the POS in the form of printed coupons. Each promotion is customized based on the basket contents. Our solution is a great tool for brand marketers and merchandisers to reach their target segment thereby reducing marketing spillage and influencing shopper behavior.
Webinar on Marketing Basics by IIM Rohtak for Admissions-2014PR Cell, IIM Rohtak
Webinar on Marketing Basics by IIM Rohtak for Admissions-2014. Here are the videos of the webinar:
http://www.youtube.com/watch?v=zUTmwdGX4Sg
http://www.youtube.com/watch?v=ji3c3XOFnG0
Presentatie over The Collaborative Sale zoals gegeven tijdens de boekpresentatie bij SMA afdeling west op 6 mei 2014.
Collaborative Selling gaat over het aanpassen van verkoopgedrag aan de klant van nu. In de presentatie wordt ingegaan op hoe kopers door de tijd veranderd zijn (buyer 2.0) en welke rollen salesmensen moeten kunnen vervullen om succesvol te zijn.
2. BOOK SALES PROS WINNING MODEL
FACTs
PENETRATION IS A KING FOR WINNING COMPANIES
PROVEN SUCCESSFULL STORIES
3. SPECIAL REPORT
FACTs
• COCA COLA with 100 mil USD question?
• Big Brand vs Small Brand: Big brand get bigger market
share, bigger customer based and more people to buy
with more often
• Loyalty doesn’t mean much
Big brand have much higher penetration than small and
they got bough slightly often by buyer – but not much
more.
• Penetration is a King.
WHAT MARKETER DON’T KNOW
* Oxford studies and becoming new marketing bible for Fortune 500
4. RIGHT ASSORTMENT
Less mean more
WINNING GO-TO- MARKET
STRATEGY
NO MEASUREMENT NO
IMPROVEMENT
(How)
SHOPPER IS DIFFERENT
FROM THE CONSUMER
(To whom)
LIVING AND WINNING IN STORES
WILL SECURE SHOPPER’S
SATISFACTION
( In More Situations)
KEY OPPORTUNITIES
1 2
SALES FORCE CAN MAKE A
DIFFERENCE THROUG
EXELLENT EXECUTION
3
4 5 6
The result of 20+ years working for 3 MNCs leading 5 different categories.
From hard learning, to tipping point, then easy to roll out.
( What) ( Where) ( Who)
R
5. ASSORTMENT
OPTIMIZATION WINNING GO-TO- MARKET
STRATEGY
NO MEASUREMENT NO
IMPROVEMENT
(How)
SHOPPER IS DIFFERENT
FROM THE CONSUMER
(To whom)
LIVING AND WINNING IN STORES
WILL SECURE SHOPPER’S
SATISFACTION
( In More Situations)
KEY OPPORTUNITIES
1 2
SALES FORCE CAN MAKE A
DIFFERENCE THROUG
EXELLENT EXECUTION
3
4 5 6
The result of 20+ years working for 3 MNCs leading 5 different categories.
From hard learning, to tipping point, then easy to roll out.
( What) ( Where) ( Who)
R
6. FRONT END KEY BELIEFS
SALES GROWTH MODEL
REACH MORE PEOPLE
Media reach
Copy
effectiveness
Distinctiveness
Place
More location
PACE
High impact visibility
Channel expertise
Living with channel
POP
Outstanding POSM
Assortment
(Less mean more)
Go-to-Market
strategy to win
Capability and
organization
System& Tool
Measure and
improvement
Sales Person
R
7. FOUR-STEP STRATEGY
RIGHT PRODUCT ASSORTMENT STRATEGY RIGHT GO-TO- MARKET STRATEGY
RIGHT SYSTEM & TOOL RIGHT TEAM WITH RIGHT CAPABILITY
Making your brand become easier to buy by more people in more
situations with less cost
8. FRONT END KEY BELIEFS
RIGHT PRODUCT ASSORMENT STRATEGY
INSIGHTS
• To maximize category sales need highest “Rate of Sales” SKU (
Blockbuster) with the highest “ Weighted Distribution”.
• Removing non-incremental “ Long tail “ SKUs to right size portfolio can
improve the margin.
• Multi-facing Blockbusters will drive efficiency and help minimize out-of-stocks.
• Optimize SKUs by channel: Products perform very differently across
channels as a result of the varying shopper profiles and shopping
missions
• Within a category, ‘Market Partitions’ exist that serve distinct needs.
Focusing on building penetration within each partition will drive overall
growth.
(More right products to more people- less mean more)
FIX
ENHANCE
TRANSFORM
9. FRONT END KEY BELIEFS
RIGHT PRODUCT ASSORMENT STRATEGY
PROCESS
PQA analysis
Senior
management
review
Account Planning
Activities and new
product launching
Portfolio decision SKPI & score card Execution
*PQA is a simple and powerful tool that helps take the right portfolio decisions hence driving net sales
and profit growth.
* Need Category Sales Data form Agency: Nielsen or tailor made research.
(More right products to more people- less mean more)
10. • 1,000,000 diversify and dynamic stores across the country ( Urban/rural,
tradition/modern).
• No ready one- fit-all solution to optimize the wide and deep penetration.
• Golden formula to grow sales revenue and gain more share
• Rural is the next engine growth of FMCG company
FRONT END KEY BELIEFS
RIGHT GO-TO-MARKET STRATEGY
INSIGHTS
71% population 61% stores 500 small towns 8,000 villages
• Different channel strategy to engage customer and creating breakthrough result (
MT/ Ws/ CVS/ Internet)…
• Building distributor partnership is crucial to leverage external resource for growing
efficiency
Follower/ challenger intentionally copy the market leader
More people to buy in more situations with less cost
More shoppers Shop more often In bigger shopping basketX X
12. FRONT END KEY BELIEFS
RIGHT GO-TO-MARKET STRATEGY
PROCESS
FIX TRANSFORMINGENHANCING
6 Areas of Focus
RTM
More people to buy in more situations with less cost
13. RIGHT SYSTEM & TOOL
• Average cost for sales activity occupy around 15% ~20% company margin
including sales force salary, incentive, trade spend for promotion, display,
POSM which need a powerful system to measure the efficiency of sales
activities
• In any FMCG sales organization, we are facing with the challenging to
monitor the performance of the big sales force, wide customers net -work
across the country, control promotion program, on-time reliable market
information….
• We can’t improve if we can’t measure the performance.
• Strong System & Tool support can help:
INSIGHT
+ Improving sales efficiency: Clear setting KPI/ dashboard/score card to/ no paper word.
+ Boosting the Superior Customer Satisfaction.
+ Foster the good collaboration and connection among the team.
+ Building team capability ( seeing opportunities to provide coaching and feedback
No measurement - No improvement
15. Functional highlights
15
Key
functions
WERA on
Android
WERA Lite Quofore WERA on
POS
WERA on
BYOD
Call Plan Y Y Y Y N
DAR Y Y Y Y Y
Mobile KPI
report
Y Y Y Y N
Photo
Taking
Y Y Y N depending
GPS tracking Y N* Y Y depending
Printing N N N Y N
Bar Code
Scan
N N N Y N
RIGHT SYSTEM & TOOL
17. RIGHT SYSTEM & TOOL
PROCESS
DEM system ( Distribution Effectiveness Monitoring )- Pro Sales Version
DMS One ( Distribution Management System )- Viettel Version
(standard cost solution)
(premium cost solution)
18. RIGHT TEAM AND CAPABILITY
INSIGHT
• Sales force can make a different.
• Challenge to recruit since lacking of local sales talent.
• Challenge to retain when young talent has a trend to moving around.
• Training and engagement is critical recruit/retain and develop sales
talent.
• Sustainable sales result come from the right process: Think- Act-
Result.
19. RIGHT TEAM AND CAPABILITY
Pre
se
nta
tio
n
de
scri
pti
Leadership capability
Functional capability
EXECUTIVE COACH
20. HOW BRAND GROWTH TO GAIN BIGGER SHARE
Making your brand become easier to buy by more people in more situations with less cost
Right assortment
WINNING GO-TO-
MARKET
STRATEGY
RIGHT SYSTEM &
TOOL
Right team with
right capability
21. SALES PROS VALUE-ADDED SERVICES
Pre
se
nta
tio
n
de
scri
pti
Redefine winning assortment
Sharpening Go –To- Market strategy .
Distribution Efficiency Optimization System
Sales Pros Courses( Capability Building)
Channel Engagement and Transforming
In-store strategies and tactics.
22. SALES PROS ACADEMY
VISION
Create value- added sales solutions to build the best-in-class sales
organizations and develop next generation of sales professionals
MISSIONS
1. Develop tailor- made and efficient sales solutions
2. To reach more people.
3. In more winning situations
4. To gain more sales and ROI.
5. Enhancing sales capability.
6. To build the best-in-class sales organizations
23. HOW THE WORD CLASS SALES ORGRANIZATION LOOK LIKE
Building leading sales consultant center which deliver profitable growth
through excellence in value-added sales solutions
24. BUT WE ARE TRULY WORD CLASS?
RATE YOUR SCORE: 1 IS LOW AND 5 IS HIGHT