exploring a sales growth strategy
DESCRIPTION
Exploring a sales growth strategy for a service company. Key points and pipeline definition.TRANSCRIPT
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Exploring Growth Strategy
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Typical Goals
• Balancing % revenue generated by customers • Align mission, strategy, and execution • Building and driving a team to execute strategy • Yield 100 % GS growth in 36 months. • Expand model geographically
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Balancing % revenue generated by customers
Typical assessment About 80% of revenue generated by 20% of our customers
Model for house accounts well established
Radius of action limited to the territory and verticals
Limited sales team /metrics/ branding
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Aligning Strategy to Execution
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Strategy Goals
• Determine our reason for existence • Assess our Market Opportunities • Perform a Market Analysis/Positioning • Perform a Competitive Analysis/Positioning
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Execution
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Competitive Ecosystem
The competition • Who is our competition (direct and indirect)? • What are their strengths? • What are their Weaknesses?
Your organization • What are our strengths? • What are our Weaknesses? • How are we “Different”? • What makes us special to our current customers?
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Assessing Market Opportunities
Market Trends • Who has money to spend in our services? • Why are they spending money and for what projects?
Target Prospect Profile • By Industry • By revenue • By company size Value Proposition • What can we do for these targets? Prospecting • Network • Online Research
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From Pipeline to Forecast
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Target prospect profile
The ideal prospect Company Size • Revenue • Employees • Target Decision Makers • Industry • Territory/Geography • Pain Point
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Sales Cycle: Awareness to Demand Generation
Awareness 20% 30 second pitch Email intro Inside sales script and
Q&A Marketing Material Differentiation of our
services
Demand Generation 40% o Focus on the Right
Prospects o Prospecting
o Generate Interest
o Volume is up: Word of Mouth
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Sales Cycle : Engagement to Closure
Sales Closure 80% • Goal is customer signed
Purchase Order • Get Customer to
commit to continued service
Sales Engagement 60% • Clean, concise sales
presentation • Goal oriented sales meeting • Always leave the door open • Concrete next steps/
activities
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Differentiation
Simplify and streamline document sharing
Constantly exceeding customer expectations
Review of service metrics available both in paper and online
Establish a reputation of influencer and not a sales organization
Branding image, mission, and delivery
Strive to be the GO TO company