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Sales, sales management, sales strategy
1.
Strategy, Sales, &
Sales Management
2.
3.
B2B Sales Management
101 -- Harsh Reality
4.
5.
6.
7.
B2B Sales Management
101 – Predicting The Future PROSPECTS (Email, URL, Source, HI-IQ Email Nurture) LEADS (Phone #, Lead Conversion Event) NEW CUSTOMERS (CC# and Authorization) Satisfied CHI > 70 Unsatisfied CHI < 70 Marketing Sales Customer Service HubSpot HI-IQ SalesForce.com OPPORTUNITIES (Demo/Trial, 3 per day per rep) SalesForce.com SUSPECTS (HubSpot, WSG; PPC MVT)
8.
B2B Sales Management
– Predicting the Future The Funnel Visitors Prospects Leads Opts
9.
B2B Sales Management
101 -- Predicting the Future The Forecast
10.
11.
B2B Sales Strategy
101 Segmentation = Profits 1 Total churn rate (not shown) is calculated as cancelled customers (all time) divided by total customers (all time). Monthly churn rate is total churn rate divided by average customer lifetime of 4.16 months All Customers Avg. Trans. < $3k Avg. Trans > $3k SMBs 28 108 VSBs 21 28 Total 185 Cancelled Customers Avg. Trans. < $3k Avg. Trans > $3k SMBs 3 7 VSBs 11 7 Total 28 Monthly Churn Rate 1 Avg. Trans. < $3k Avg. Trans > $3k SMBs 2.6 % 1.6 % VSBs 12.6 % 6.0 % Total 3.6 %
12.
B2B Sales Strategy
101 Crossing the Chasm…
13.
14.
B2B Sales Strategy
101 Reason for shift to consultative model Sales 5 Resource commitment needed for consultative selling Sales 4 Sales 3 Sales 2 Sales 1 $ Cost Source: Rethinking the Sales Force Sales 5 Sales 4 Sales 3 Sales 2 Sales 1 % Return 0%
15.
16.
B2B Sales Case
Study: Groove Networks P0: Evaluation P1: Validation P2: Initial Rollout P3: Enterprise Rollout REVENUE COST OF SALE
17.
18.
19.
Further Reading
20.
Questions?
Hinweis der Redaktion
Your IT audience will have one or more of these pain points. They may have all of them
Your IT audience will have one or more of these pain points. They may have all of them
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