Accelerate Revenue Growth

By Optimizing Sales Performance

Bob Fucci 203.458.2932

bob@growxceleration.com

One of our biggest leadership challenges is to

balance the strength of the status quo with the force of the future

My Mission

I Believe That Emerging Organizations Deserve The Highest Quality Sales and Business Development Expertise

I Believe Growth Is Essential – I am Solely Focused On Driving Repeatable Revenue Growth

I Believe Teams Need To Be Trained and That Success In My Role Leads To A Sustainable Up-level In Performance

The Reality

Small and Growing Businesses ($1MM - $9MM) under invest in Sales Leadership and Strategic Revenue Growth Sales Productivity Lags Behind Larger Competitors

Based on a recent Gartner Survey

Over 50% Of Respondents Indicate No Travel To Clients By Sale Leadership Over 40% Actually Assign Quota’s That Reinforce Desired Sales Behavior Over 20% Lack a Detailed Forecast Beyond the Current Month Only 10% Utilize a CRM Tool – Despite The Fact There Are Free Tools

Growth Is Essential, But Too Often There Is A Sales Leadership and Execution Gap

Core Solution

There Are 3 Core Elements Of My Solution

The Strategic Sales Plan – I will Build The Plan With You, Developing and Driving Key Performance Indicators That Align The Business and Drive Growth

The Outsourced Vice President of Sales – Partnering With The CEO, I Will Drive Revenue, Recruit, Mentor and Improve Existing Teams, Drive The Essential Activities – Allowing You To Focus On Strategy and Direction

Develop and Implement On-Line Strategies To Build Brand Awareness and Differentiation

Integrating The Four Key Elements

Optimize The Sales Strategy Industry and Solution Positioning Become An Agent of Growth Value Proposition and Points of Differentiation

Build, Scale The Sales Model Sales Execution Sales Coverage Sales Process Quality

Deliver Accurate Sales Analysis Sales Goals and Quotas Metrics, Reporting and Dashboards Identify and Drive All “Revenue Elements”

Align The Organization Precision and Measurement - Execution Defined Roles and Responsibilities Staffing and Hiring Plans On-Boarding and Training

Outsourced VP of Sales

I Will Function As Your (virtual) VP of Sales

I will Drive Sales (Strategically and Tactically)

I Will Build Your Sales Team and Infrastructure (At Your Direction)

I Will Build and Align Your Revenue KPI’s and EXECUTE

Sales Execution and Revenue Performance Will Be Improved

Client Satisfaction Will Improve

I Will Build and Present a Partner Plan For Approval – Adding an Growth Channel

The Strategic Sales Plan

Build the Right Plan And Performance Will Follow

Sales Strategy

Targeted Client Plan – Detailed Analysis For Current Clients A Plan To Get To Decision Makers – Improve Your Messaging and Value Proposition Building Referral Partners Differentiate Your Value Proposition Improving Your Prospecting Strategy

Sales Process Define Sales Stages – Steps to Close Key Questions To Ask Sequence of Events and Sphere of Influence Required Sales Tools Roles, Responsibilities For Each Team Member

The Strategic Sales Plan - Continued

Sales Execution Build and Close a Qualified Pipeline Improve Pipeline Management Tools Utilize Existing Sales Forecasting Tools Sales Metrics – Detailed Analysis To Achieve Revenue Goals CRM Tool – Utilization and Best Practices Sales Training As Needed

Hiring Plan Defining The Right Sales Profile Writing The Right Job Description Building The Right Compensation Plan Assigning The Right Quota’s Building The Quota Worksheet For Rep Payment

Sales Methodology

1/27/2016 10

Market Analysis

Sales Plan

Measurement Execute

Proposals Close Plan

Deploy

Training

PS

Drive Adoption

Expansion

Enterprise

•Set Aggressive Goals •Dedicated Time •Account Vision •Value Proposition •Revenue Target •Account/Divisional Map •Investment Priorities •Relationship Map •Path To A Sale (s)

•Determine Buying Metrics •Determine Influencers, Coaches, Decision Maker

•Value Based •Partnership •Purchase Options •Multiple Transactions •Future Buying Events

•Preparing For Next Sale •Team Credibility •Team Expertise •Value-Based Recommendations

•Consultative •Value Based •Leverage Success •Max. Investment Benefit

•Strategic •Charter Account •Bidirectional •Partnership Plans

Outsourced VP Of Sales

Sales

Pre-Sales

Develop The Who and Why

Identify

Forecast

Rank

Propose Close

Develop the

Solution

Know Your Clients, Prospects, And Partners Thoroughly

Outsourced VP Of Sales

Clear Instruction To The Team– We Will Collaborate and Commit To Improvement

Thoroughly Know The Territory, The Accounts, The Prospects

Plan Your Work, Execute Flawlessly

Form Your Core Team and Strategize Regularly

Over Communicate, Plan and Calendar Activities

Maximize Every Selling Interaction (For Everyone)

Document Our Close Plan and Test It With The Team, The Client

Document and Test The Sphere of Influence

Client Input into the Sequence of Events

Propose and Close – Early, Regularly

Prepare For Every Event

Involve Me

Outsourced VP Of Sales

Guiding Principles

We Live By Our Commitments – Building A Performance Based Culture

We Have Deep and Actionable Knowledge Of Our Clients and Prospects

Sales Team Must Build and Present The Plan That Demonstrates Client Insight and Buying Vision, and Proven Funding

We Must Regularly (Scheduled) and Openly Communicate

I have Weekly 1-1’s with Sales Team

Weekly Training and Focus Deal Reviews

Scheduled Key Deal Reviews

I Am The Sales Leader – I Sell and Lead By Example

Why Execution Matters

TARGET

Average

My Contact Information

Robert Fucci

Growthxceleration.com

203.458.2932 (Office)

860.266.3121 (Mobile)