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Rapid insights offer brief
The document outlines key strategies for enhancing performance and revenue growth for SalesOverDrive, focusing on market targeting, messaging, revenue processes, and technology alignment. It emphasizes the importance of developing a relational sales and marketing process, leveraging existing CRM platforms, and implementing best practices for customer engagement. Additionally, it suggests building a robust team with specialized roles, optimizing communication channels, and utilizing analytical tools for ongoing measurement and improvement.
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Rapid insights offer brief
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- 2. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact-RapidCoaching 2 RapidInsightsSnapshot™ 0 1 2 3 4 5 6 7 8 9 10 Product/Service MarketsMessage Management Momentum Model Revenue Process Talent Technology Measurement 7.0 5.0 3.5 3.5 2.5 5.0 4.0 3.5 3.0 4.5 high performance stuck performance under performance Quantitativesnapshotofyourcorerevenuedrivers
- 3. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact-RapidCoaching 3 Markets • Targeting •Know your Customers • Know your Competition Message • Elevator Pitch • Message Mapping • Brand Management • Selling Culture • Face to Market • Leadership Momentum • Key Account Development • Channel Development • Influence the Influencers • Communication Channels Revenue Model • Transaction vs. Relational • Direct vs. Indirect • Inbound vs. Outbound • Value Disciplines Product/ Service • Product/Service Superiority • Positioning • Value • Pricing Revenue Process • Defined Revenue Process • Revenue Planning • Compensation Plans • Toolkits Technology • Data Mgmt. • Lead to Revenue Mgmt. • Relationship Mgmt. Talent • Recruiting • Teaming • Training • Coaching • Mentoring Measurement • Dashboard • Pipeline Mgmt. • Analytics RapidInsightsSnapshot™ Quantitativesnapshotofyourcoredrivers&keyaccelerators On Par Performance Stuck Performance Poor Performance High Performance
- 4. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact-RapidCoaching 4 1 23 4 5 Markets • Identify the market sandbox (data visualization) and how big (5.3M seats). • Develop a SWOT on top 3-5 competitors. • Develop a SWOT from the point of view for top 3-5 competitors. • Identify and and develop ideal customer profile. • Identify and target top 100 by top 5 industries. Message • Update and develop Elevator pitch. • Update and develop message map for ideal targets by buying roles. • Consider brand name of GeoSales only. Management • Consider developing a small advisory board with focus on helping with face-to- market. • Consider developing 1-3 "certified" implementation partners leading to VAR. Momentum • Surgical targeting and implement key account focus, development process and toolkit(s). • Develop channel strategy for key technology partners and toolkit(s). • Identify channel strategy for key data partners and toolkits(s). • Influence the Influencers - Developing top 20 list of key centers of influence in the market to "influence". • Communication Channels - direct, internet, PR and Analysts Relations , Thought Leadership Content (Video, Radio, Blog) Product/Service • Product - mitigate risk with additional mapping technology and prospect data providers. • Positioning - GeoMap is better (much more intelligent) way to analyze, map and model data. • Pricing -Update service agreements and "use" of mapping and prospect data to mitigate unlimited use of maps and improve profitability. • Pricing - margins and predictability. RapidInsightsScorecard™ Qualitativeandactionablesnapshotofyourcoredrivers&relatedaccelerators
- 5. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact-RapidCoaching 5 6 78 9 10 Revenue Process • Develop and implement a relational sales and marketing process centered on key account development and client service. • Develop and implement revenue plan with key metrics and scorecards. • Align marketing and sales talent to relational sales process and product leadership focus. • Implement sales and marketing toolkits for relational revenue process . Technology • Leverage current CRM platform and expertise to align with relational marketing and sales process. Measurement • Leverage current CRM with revenue process installed to build dashboards for marketing, sales and client services. • Develop a weekly, monthly and quarterly KPI's and reporting as needed. • Capture and re- use marketing, sales, service and competitive best practices. Revenue Model • Key focus in the near term to focus on relational and direct selling revenue model for maximum leverage. • Limit and maximize a few well aligned "partners" in the near term to maximize resources. • Align service and value premise as a "product leader" operating model. RapidInsightsScorecard™ Qualitativeandactionablesnapshotofyourcoredrivers&relatedaccelerators Talent • Develop job descriptions that align with revenue model for sales and marketing resources. • Develop measurement and reward system. • Develop optimal teaming model to include sales talent, SME's and client services. • Develop coaching and mentoring protocols for both executive, sales and marketing team.
- 6. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact-RapidCoaching 6 2 1 3 4 Marketing • Addproduct marketing leader • Add Interim Leadership • SWOT and competitive analysis of data visualization landscape • Identify top 100 ideal target accounts • Identify top 20 data technology and service provider partners Communication • Add marcom leader • Add MSP’s • Finalize elevator pitch and message mapping • Update key communication assets to include website, ppt, and case studies and product leadership content. • integrated channels to include direct, internet, SEO, PR, Analysts and Investor Relations • Add marketing automation platform. Goals Selling • Add Inside Sales Professional(s) • Add key account Professional(s) • Add business Development Professional(s) • Add Interim Leadership • Install Revenue Plan • Install sales process and training • Install, KPI’s, Scorecards and dashboard • Install Measurement & Rewards • Optimize CRM Serving • Add Account Manager(s) • Install Account Management Process • Develop KPI’s and Scorecards • Capture & Re-use Best Practices • Document successes & competition Key Impact Areas 1. Pricing and Terms 2. Targeting 3. Sandbox and Competitors 4. Messaging and Communication Channels 5. Key Account Development 6. Centers of Influence 7. Relational Revenue Process 8. Resources Optimized for model 9. KPI's and Measurement 10. Capture and Re-use Best Practices Strategicandtacticalpathwayforsustainedrevenuegrowth $1M RapidInsightsRoadmap™ $5M $15M Market Leadership Operational Scale Sustained Revenue Growth
- 7. PAGE: Confidential-SalesOverDriveLLC,2012 RapidInsights-RapidImpact 7 (B) AddProduct Marketing Professional - Fractional Recruiting Optimize CRM 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 (A) Add Marketing Communication Professional Add MSP’s and List Optimization (A) Add inside Sales Professional(s) (A) Add Key Accounts and Channel Development Professional Add Client Services Professional Interim Marketing and Sales Leadership Install Marketing Automation Recruiting Recruiting SWOT Digital Assets 1. Internet Marketing (Video, Newsletters,Whitepapers, PPT etc) 2. Direct Marketing (WebSite, SEO and Internet) 3. Influence the Influencers - PR - Analysts Relations - Trade Shows Install Sales Process,Tools, Dashboards Recruiting Install Acct .Mgmt Process Trade Shows