Post on 27-May-2015
description
GUEST SPEAKER: Rob Malec, Businessworks Consulting
Rob Malec is a sales process expert in this field and provides sound, practical and objective advice around how to maximize the results of company’s sales and revenue generation efforts. Prior to starting his consulting practice Rob worked his way through the sales ranks, winding up his corporate career as a Vice President Business Development.
Agenda
o CRM = Mirroro What is Sales Process Optimization?o (Sales Optimization + CRM)= $$o How to create a Sales Roadmapo How to optimize your sales process
CRM = Mirror
CRM Magic Mirror
Retail Anti Theft Device Co.
o $10M annual revenueo 5 sales peopleo Initial deal size = smallo Long closing cycleo Moderate lifetime value
What is Sales Process Optimization?
What is Sales Process Optimization?
Today
o Larger initial deal sizeo Faster closing cycleo Greater lifetime value
Retail Anti Theft Device Co.
o $10M annual revenueo 5 sales peopleo Initial deal size = smallo Long closing cycleo Moderate lifetime value
12
3
Let’s construct a table
Efficient and effective production = $$
Let’s construct a saleStagePhase
Lead Suspect Prospect Target Close
I
II
III
IV
Efficient and effective production = $$StagePhase
Lead Suspect Prospect Target Close
I
II
III
IV
Deal Size
Value of Sales Process Optimization
Deal Size
Sales Velocity
Value of Sales Process Optimization
Sales Velocity
Value of Sales Process Optimization
Quota Achievement
Value of Sales Process Optimization
Quota Achievement!
How do I know if my Deal Size
and Sales Velocity are
out of whack?
Time
$
Lifetime Value of An Account
Optimized Sales
Process
Non Optimized
SalesProcess
Deal #1
Deal #1
Time
$
Lifetime Value of An Account
Optimized Sales
Process
Non Optimized
SalesProcess
Deal #1
Deal #1
Deal #2
Deal #2
kkkkkk
Time
$
Lifetime Value of An Account
Optimized Sales
Process
Non Optimized
SalesProcess
Deal #1
Deal #1
Deal #2
Deal #2
kkkkkk
Deal #3
Why CRM?
Make Money
Save Money
Save Time
Increase Convenience
Improve Competitive Position -
Live the dream
Pain results if CRM results don’t materialize
Sales Activities
Sales Behaviours
(Sales Optimization + CRM) = $$
CRM
SPO
Results
Activities
Sales Behaviours
(Sales Optimization + CRM) = $$
CRM
SPO
Your Sales Roadmap
StagePhase
Lead Suspect Prospect Target Close
I X X X X X
II
III
IV
Gateway Event Gateway Event Gateway Event Gateway Event Gateway Event
How to create a Sales Roadmap
Optimize Your Sales Process
o $1M annual revenueo 9 sales peopleo 12 month closing cycle
Case 1. How can we be more efficient & effective?
StagePhase
Lead Suspect Prospect Target Close
I Source Lead Conduct first meeting Create solution Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomesPresent solution to all
decision makersNegotiate, refine
offering Nurture
III
Contact Lead Learn full decision making process
Confirm solution a perfect fit
Navigate buyer’s decision Maintain
IV
Book first meeting Confirm proceeding makes sense
Present final pricing and uncover hesitation Yes / No Grow
Your Sales Roadmap
StagePhase
Lead Suspect Prospect Target Close
I Source Lead Conduct first meeting Create solution Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomes
Present solution to all decision makers
FACE TO FACE USING WHITEBOARD
Negotiate, refine offering
BOOK NEXT MEETINGNurture
DISCUSS NEXT DEAL
IIIContact Lead
DON’T DEAL WITH GATEKEEPERS
Learn full decision making process and INTEGRATE OTHER DECISION MAKERS INTO THE BUYING
PROCESS
Confirm solution a perfect fit
Navigate buyer’s decision
BOOK NEXT MEETINGMaintain
DISCUSS NEXT DEAL
IV
Book first meetingON TELEPHONE
Confirm proceeding makes sense
ENROL ALL BUYERS INTO OUR HELPING
PROCESS
Present final pricing and uncover hesitationCOMPLETE WITHIN
4 WEEKSYes / No Grow
DISCUSS NEXT DEAL
Optimizing Your Sales Roadmap
o $1M annual revenueo 9 sales peopleo 12 month closing cycle
Case 1. Results
Today
o $100M annual revenueo 18 sales people approx.o 3-6 month closing cycle
Case 2. How can we be more efficient & effective?
o High churn rate of Prospects
o Low closing ratioo Frustration
StagePhase
Lead Suspect Prospect Target Close
I Source Lead Conduct first meeting Create solution Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomesPresent solution to all
decision makersNegotiate, refine
offering Nurture
III
Contact LeadLearn full decision making process AND PROVIDE
PRICING
Confirm solution a perfect fit
Navigate buyer’s decision Maintain
IV
Book first meeting Confirm proceeding makes sense Uncover hesitation Yes / No Grow
Your Sales Roadmap
StagePhase
Lead Suspect Prospect Target Close
I Source Lead Conduct first meeting Create solution Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomesPresent solution to all
decision makersNegotiate, refine
offering Nurture
IIIContact Lead
AND ACTIVELY DISQUALIFY THEM
Learn full decision making process
Confirm solution a perfect fit
Navigate buyer’s decision Maintain
IV
Book first meeting Confirm proceeding makes sense
Uncover hesitation AND PROVIDE PRICING Yes / No Grow
Optimizing Your Sales Roadmap
Case 2. Results
o High churn rate of Prospects
o Low closing ratioo Frustration
Today
o Some churn of Leadso Low churn rate of Prospectso Higher closing ratioo Increased incomeo No frustration!
o 18 month closing cycleo $10K initial deal sizeo Frustration!!
Case 3. How can we be more efficient & effective?
StagePhase
Lead Suspect Prospect Target Close
I Source LeadConduct first meeting;
BOILER OPS
Do Assessment Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomes
Present assessment results to all decision
makersNegotiate, refine
offering Nurture
III
Contact LeadPLANT MANAGER
Learn full decision making process and
SELL AN ‘ASSESSMENT’
Confirm solution a perfect fit
Navigate buyer’s decision Maintain
IV
Book first meeting Confirm proceeding makes sense
Present final pricing and uncover hesitation Yes / No Grow
Your Sales Roadmap
StagePhase
Lead Suspect Prospect Target Close
I Source LeadConduct first meeting;
PLANT OWNER
CONDUCT A TEST Navigate buyer’s decision Proposal sign off
IIResearch Lead
Determine buyer needs, desired
outcomes
Present assessment results to all
decision makersDURING THE
FACE TO FACE VISIT
Negotiate, refine offering Nurture
III
Contact LeadPLANT OWNER Learn full decision
making process Confirm solution a
perfect fitNavigate buyer’s
decision Maintain
IV
Book first meeting ON THE PHONE
Confirm proceeding makes sense
Present final pricing and uncover hesitation Yes / No Grow
Optimizing Your Sales Roadmap
o 18 month closing cycleo $10K initial deal sizeo Frustration!!
Case 3. Results
Todayo 9 month closing
cycleo $300K initial deal
sizeo Happy!!
Questions?Follow: @MaximizerCRM
Visit: www.maximizer.com
Email: info@maximixer.com
Call: 1.800.804.6269