The Revenue Equation: Sales Optimization + CRM = $$

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


I

II

III

IV

Deal Size

Value of Sales Process Optimization

Deal Size

Sales Velocity



Quota Achievement


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

$


Optimized Sales

Process

Non Optimized

SalesProcess

Deal #1

Deal #1

Deal #2

Deal #2

kkkkkk

Time

$


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


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


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



IIResearch Lead


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


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


o High churn rate of Prospects

o Low closing ratioo Frustration

StagePhase



IIResearch Lead




offering Nurture

III

Contact LeadLearn full decision making process AND PROVIDE

PRICING



IV

Book first meeting Confirm proceeding makes sense Uncover hesitation Yes / No Grow

Your Sales Roadmap

StagePhase



IIResearch Lead




offering Nurture

IIIContact Lead

AND ACTIVELY DISQUALIFY THEM

Learn full decision making process



IV


Uncover hesitation AND PROVIDE PRICING Yes / No Grow


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!!


StagePhase


I Source LeadConduct first meeting;

BOILER OPS

Do Assessment Navigate buyer’s decision Proposal sign off

IIResearch Lead


outcomes

Present assessment results to all decision

makersNegotiate, refine

offering Nurture

III

Contact LeadPLANT MANAGER

Learn full decision making process and

SELL AN ‘ASSESSMENT’



IV



Your Sales Roadmap

StagePhase


I Source LeadConduct first meeting;

PLANT OWNER

CONDUCT A TEST Navigate buyer’s decision Proposal sign off

IIResearch Lead


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



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: [email protected]

Call: 1.800.804.6269

http://www.twitter.com/maximizercrm

http://www.maximizer.com/

mailto:[email protected]

http://www.maximizer.com/crm/Revenue-Equation.html

http://robmalec.com/

The Revenue Equation: Sales Optimization + CRM = $$

Business

Transcript of The Revenue Equation: Sales Optimization + CRM = $$