1. Sherri Sklar Strategies
Experts in Revenue Growth

2. Sherri Sklar Strategies
We are experts in growing revenue by optimizing all aspects of the
organization that can contribute to revenue generation. Our in-depth
knowledge of sales, marketing and business development—gives us the
power to effect maximum positive change. Our expertise is second to
none. We’ve lived it, struggled with it, and experienced what works and
what doesn’t work, ultimately triumphing with our approaches.
What sets us apart from all others is our game-changing strategies to open
new sources of profitable demand, create a customer-centric sales culture
with full cross-functional buy-in among all senior executives in the
company, and our ability to go beyond the traditional, tapping into new
sources of revenue from all corners of the organization.

3. How is Your Business Doing?
What is the health of your revenue-generating organizations?
How are you doing compared to your competition? Compared to market opportunity?
Have you started to lose your position in the market and have not yet figured out
why?
Are you wondering why you are trailing behind the competition?
Or wondering how you can achieve market leadership and
outpace your competitors?
Do you have a really big opportunity in front of
you that you must make sure you win?
CEO’s have told us and we have personally witnessed . . .
The traditional sales approach organizations have been using that has always worked well in the past is just not cutting it today.

4. What Will It Take To Win?
It takes an integrated sales, marketing
and business development
lifecycle where key inflection
points and hand-offs are coordinated
to maximize performance across the
organization.
It takes a ‘revenue innovation process’™ to generate
new demand
previously unforeseen
and to capture more
customer mindshare and
budget-share
And today, more than ever, it takes a
than ever
customer-centric sales culture that can
before.
mean the difference between winning
and losing a deal.
It also takes a
metrics-driven
operating model
geared for
best-in-class
performance.

6. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Your customers are being literally bombarded by an explosion
of social media, content management, and a never-ending onslaught of
varying forms of outreach. You are on this treadmill where one competitor is trying
to outdo the other. A whole lot of marketing dollars are being spent on tactics.
But where will the real leap forward come from?
It’s not going to come from playing the same game everybody else is playing.
At SSS, we are game-changers. The strategy we help you develop can
disrupt markets, single you out as a leader among your competitors, and
enable Marketing to be a change agent for revenue generation.
Marketing, done this way, can be the make-or-break factor in how companies win.

7. We Are Innovators in Revenue Growth Strategies
Marketing as an agent of change for Revenue Generation, can
be the driver of unprecedented levels of demand in a way
that others in the market are missing.
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Key to winning big in this process is an effective analysis and
strategy, including:
- Market research
- Lean customer development
- Competitive analysis
- Opportunity Demand Chain Growth Matrix
- Market Landscape Matrix
- The importance of a well defined:
- Vision
- Value Proposition
- Mission
- Messaging/Positioning
- Values
- Branding
- Corporate Image
At heart of it are analytics and metrics, and our touchpoint
framework that continually keeps the Marketing strategy fresh
with innovative sources of profitable revenue.

8. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Attraction is good old fashioned awareness building—but we do it
with a twist. PR, Word of mouth, and reach marketing are tools
to drive more awareness. For example, press mentions, credibility
pieces such as articles, speaking engagements, viral videos and
digital advertising can all be great tactics to increase Attraction
and awareness. Other ways to attract new customers can simply
come from opt-in strategies on the web, social media sites, or via
mobile outreach.
Engagement
Conversion
Lead
Generation
The twist—and what we do differently than just about everybody
else—is tying this very essential tactical step into the revenue
generation demand profiles you build in the Analysis and Strategy
Stage. In this way, you are getting the precise message to the precise
audience at the precise time, attracting a greater more qualified
audience.

9. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention
& Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Engagement is when you can attract a customer to
engage with you requiring some interaction. Typically,
This could include getting the target to engage with you via
a webinar, or download a piece of content, such as a white paper
or case study. It could include looking at videos, viewing a
demo, or joining a community discussion.
Other communication, such as just-in-time welcome emails and
follow-up messages after each touchpoint—inspires, motivates, and
continues to add value—all of which keep the customer coming back
for more.
Which means greater customer mindshare. Which
means eventually the opportunity for greater customer wallet-share!

10. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
One of the biggest ways to convert prospects into customers
is through excellent content. Sending targeted content to
a targeted market segment can be a powerful way to get
potential customers to buy, especially by providing credibility
pieces such as case studies, white papers, customer testimonials.
Another key way to convert customers at this point, is to work
closely with either Inside Sales, Direct Sales, or Channel Sales to
convert the customer via a personal conversation. Maybe it’s
a Chat Line on your website; maybe it’s a new way to interact
with the customer via texting or mobile interaction. Maybe it’s a
phone call, fax, or perhaps an innovative attention-getter that
sales and marketing can come up with together—to directly
converse with that customer.
Best practices in converting a lead into a sale requires going
beyond the traditional, beyond the definition of what Marketing
typically does—and has Marketing working together with Sales
on out-of-the-box methods that work to convert leads into sales.

11. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
What does Marketing do to generate new and tangible leads?
Events—both online and off—content, campaigns that are
designed to inspire, capture the imagination, and tap into an existing
need—are great ways to attract and nurture a potential customer to
become an actual lead.
Analyzing the specific demand chain target, and monitoring
prospect engagement throughout each stage of the marketing
lifecycle, is absolutely critical to generating warm leads that
are ripe for either Inside Sales, or even Direct or Channel Sales.

12. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Engagement
Conversion
Sales
Enablement
Lead
Generation
Marketing can and should play a very significant role in helping
sales become more effective, by producing material to help
sales do its job better.
How does Marketing make itself indispensable to Sales and
Business Development? First, by creating an ongoing lock-step
alignment between Marketing and Sales, and next by delivering
really valuable information, sales tools, market and competitive
information, easy to use powerpoint presentations, and
content geared to help sales with specific industries, segments,
and accounts.

13. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Customer
Retention &
Growth
Attraction
Marketing
Innovation
Sales
Enablement
Engagement
Conversion
Lead
Generation
Marketing is the energy that keeps customers engaged,
keeps them updated and knowledgeable about the value
the company delivers, and finds new ways to reinforce
why the customer should be doing business with the company.
Many tactics can be used such as welcome, confirm, and
reward messages—for those who have chosen to subscribe
or engage with the company. To re-engage customers
who haven’t made a purchase for a period of time, we
work with our clients to provide new incentives to try something
new or grow from what they already have.

14. We Are Innovators in Revenue Growth Strategies
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling

15. We Are Innovators in Revenue Growth Strategies
In today’s economy, with the rise of the well-educated, and
well-informed customer, and with the power these
customers now have thanks to social media and the
wealth of information on the internet, the whole value
of the “sales rep” has been called into question.
The old “solution” selling model often
doesn’t apply, and now there’s a need
for reframing the value the sales
organization can bring to the table.
Sales
Infrastructure
Sales
Intelligence
Now more than ever, sales organizations
need to figure out how they can
make a difference in the lives of their
customers. How can they set themselves
apart from the competition and how
can they add value?
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling
At SSS, we’ve got the metricsdriven, performance focused
formula--easily customized
to your environment--that
will deliver this level of value
and enable you to optimize
revenue growth. You can
make a huge difference . . .
just in the way you sell!

16. We Are Innovators in Revenue Growth Strategies
One of the most important things
you can do to optimize your sales
operation is to do an assessment:
what’s working and what’s not working?
What do your customers say? What do
your salespeople say? What are the
executives saying? Is your forecast
reliable, or do you have to
micro-manage it as the only way
to understand what’s real?
How much “fluff” is in your
pipeline? Do you have the
right people doing the right things?
How do you compare to Best-In-Class
Sales organizations?
Sales
Infrastructure
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Intelligence
Sales
Performance
Management
Sales
Innovation
Inside Sales
Social Selling
Once you take a look at
the hard facts, a powerful
strategy for Sales emerges.
We then take that strategy
and bolster it with
helping you gain crossfunctional alignment
and buy-in from all
executives in the company,
as well as create a
customer-centric sales
culture that will outperform your competition
every time.

17. We Are Innovators in Revenue Growth Strategies
Here we look at how you operationalize Sales.
We help you with designing and implementing
the best strategies for:





Territory assignment
Quotas
Teams
Hunter/Farmer distribution
Sales Operations
 Reporting
 Meetings
 Travel Incentive Trips and Planning
 And more!
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling

18. We Are Innovators in Revenue Growth Strategies
Sales needs to get the latest
and most insightful intelligence
on the competition, industry
knowledge, and account information. Some
or all of this can come from Marketing, while
some can come from Sales and Business Development.
In addition, Sales also needs to have
its own repository of knowledge
management tools that provides
on-demand access to best practices,
scripts, model letters, model
Action Plans, model competency
statements, Impact Trees®, capability
statements, Account Planning tools,
Opportunity Identification tools, Need
Development tools, Implementation
Planning tools, and many other
key knowledge tools.
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social Selling,
We have extensive
experience implementing
knowledge tools and sales
intelligence that empower
Sales to have the insights
and knowledge needed for
building a trusted-advisor
relationship with your
customers.

19. We Are Innovators in Revenue Growth Strategies
How are you motivating, inspiring
and getting people to perform in
synch with not only your Sales strategy,
Goals, and Objectives but also your
Company goals and objectives?
Here, we look at ways to
impact performance
such as with:
 Incentives
 Rewards
 Compensation plans
 Gamification
strategies
 Contests
 Kickoffs
 Meetings
 Motivation
 Performance reviews
 Development plans
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Too many incentive vehicles
leave so much opportunity on
the table, or are ineffective
either because each one was
done in a vacuum, or not tied to
the overall vision, mission, values
and goals of the company and/or
function within the company.
High
Performance
Sales
Environment™
Sales
Innovation
Sales
Performance
Management
Inside Sales
Social Selling
We are passionate about the use
of metrics and incentives to
guide expected behavior in a
way to reliably produce expected
results. And our plans and
programs produce the results
you want!

20. We Are Innovators in Revenue Growth Strategies
A classic challenge most sales
organizations struggle with is
how to handle lead generation:
Should there be an inside sales
team? Should there be a
telemarketing versus a telesales team?
Should we outsource this
function, is it worth the money, and is
anybody really good at it?
Regardless of which route you
take, the management and leadership
of this effort needs to be carefully
considered.
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
High
Performance
Sales
Environment™
Sales
Innovation
Social Selling
Inside Sales
And before you do anything,
think about the values your
organization stands for, the
culture you want to establish,
and the critical lock-step
alignment between Marketing,
Sales and Business Development
that must occur for maximum
results.
This is one of the many things
we do best. This is one good
reason you should be bringing us
in to help you navigate this
process.

21. We Are Innovators in Revenue Growth Strategies
InsideView says, “conversations occurring within social media have become more influential to the buying decision than
traditional sales and marketing tactics…the customer now has the means and networks to get what they want and formulate
their opinions—without the company or the sales person. Social selling is based on this new reality.”
Cool Facts
Did you know that 55% of B2B survey
respondents search for information on
social media? * And that 70% of the
buyer’s journey is complete before it
gets to sales?**
IBM reported a 400% increase
In sales in the first quarter, 2013 tied to
a pilot program of social selling. Of over
1000 global buyers, 1/3 used social
media to engage with their vendors.
And 75% said they were likely to use
social media in the purchase process in
the future.***
* Business.com **SiriusDecisions
Sales
Analytics &
Strategy
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
***InsideView
High
Performance
Sales
Environment™
Sales
Innovation
Inside Sales
Social
Selling
Our workshops and coaching
empower your people to
engage more effectively with
greater results than leaving
this up to each salesperson to
figure out on their own. Tool
training is not enough. Your
organization needs a welldefined social engagement
strategy; social selling is a
part of that strategy.

22. We Are Innovators in Revenue Growth Strategies
Are you hiring the right people? Do you know how
to let go those that are not the right fit? Do you
have a good On-Boarding process? Do you have a
consistent, metrics-based process to manage and
win opportunities? Do you have an integrated
process, tied to your opportunity and people
management process, that optimizes both your
pipeline and your forecast?
Winging it without some kind of a sales process
can be devastating. But sometimes sales
methodologies can be too rigid, and the sales force
rejects its use. Sometimes sales training programs
and well-intentioned sales processes are not
comprehensive enough, becoming the latest sales
program to die an ugly death without any results to
show for it.
We have been told by our clients, we are the
only one out there, that “sticks”; we become
a part of a living, breathing process within the
company that ends up sustaining and helping
the company thrive and grow.
Sales
Infrastructure
Sales
Intelligence
Sales
Performance
Management
Sales
Analytics &
Strategy
High
Performance
Sales
Environment®
Sales
Innovation
Inside Sales
In our opinion, the best sales
methodology in the world is from our
partner, Adventace. As a licensed
and certified practitioner of the
method, together, we help Sales
Executives Create the High
Performance Sales Environment
(HPSE)®. An investment in creating
your HPSE® means consistent sales,
sales management, and executive
processes, methods to develop skills
across the organization, effective
tools, and common terminology, thus
enabling executives to continuously
monitor and direct the sales
operation top-down.
Social Selling
By implementing the HPSE®, we have seen
improvements typically reflecting
 647% Performance Improvement
 Contract Size Increases of 4X-10X
 575% no-fluff Pipeline Increases
 Shortened sales cycles
 and Numerous Multi-Million Dollar Wins

23. We Are Innovators in Revenue Growth Strategies
Analysis &
Strategy
Channel
Optimization
Incentives &
Communication
Content coming soon!
Business
Development
Innovation
Alliance &
Partnership
Program
OEM , Private
Label,
Franchise
Opportunities

24. Contact us about any of these sample hot topics and more:
Marketing, BizDev, Culture
Sales
Hiring & Firing
How to Handle
Difficult People
Negotiating Your
Comp Package
Your Sales Team’s
Comp Plan
Working with
Marketing
Working with
Development
Working with
Finance
Building a Sales
Culture
Building Alignment
Across Functional
Lines
Growing &
Developing Your
Team
The Importance of
Skills Assessments
& Developmt Plans
Kickoffs: How to
Set the Tone for
the Whole Year
How to Design
Great Contests
Reward Systems:
Gifts or Money?
Leadership Clubs;
Advisory Councils
The Ultimate
Reward Trip
How to run a
Global Sales
organization
Sales Operations:
Do’s and Don’ts
Managing Up
Sales Team
Structure &
Territory Allocation
How to set Quotas
to Drive
Performance
Sales VPs: The First
90 Days Action
Plan
What to do about
Lead Generation?
Why You Should
NOT invest in Sales
Training (without
an integrated
process)
How to Build Killer
Sales Managers
Connecting with
Your Sales Force
Negotiating Your
Best Deal
Sales Training That
STICKS
Social Selling
and
Social
Marketing
How to Use
Linked In to
Grow
Revenues
How to Use
Twitter,
Facebook,
Pinterest and
more to grow
revenues
Establishing
Marketing as a
Revenue
Center (as
opposed to a
cost center)
The Rise of a
More Powerful
CMO
CMO: Your
First 90 Day
Action Plan
VP, BizDev:
Your First 90
Day Action
Plan
Creating a
Profitable
Demand Chain
CustomerCentric Sales
Culture
Sales &
Marketing
Alignment
Web
Development
Content
Marketing
Creating a
Strategic
Partner
Program
Becoming a
Visionary
Company
Market
Disruption:
the Ultimate
Game Changer
Defining Your
Value
Proposition
Showing
Customers ROI
Making the
Deal a NoBrainer
How to Stand
Out Among
Competitors
Marketing
Strategy 101
Growing
Revenues Thru
3rd Parties
Building a
Knowledge
Repository
How to Make
Marketing
Indispensable
to Sales
Structuring
BizDev Deals
Lean Customer
Development