PHASE 7: COVERAGE PLAN Cover the market potential with the most cost-effective direct and indirect sales channels.   Design a coverage plan that serves the needs of your customers while optimizing customer acquisition cost. Use the best channel to penetrate each account and maximize lifetime value. RAPID DIAGNOSTIC 1. For each go-to-market channel, you understand the Customer Acquisition Costs (CAC) and Customer Lifetime Value (CLTV). 2. You use “potential” to… Read More »PHASE 7: COVERAGE PLAN

PHASE 6: ACCOUNT MANAGEMENT Generating new opportunities within your current accounts.   Creating new opportunities within your accounts is the fast way to revenue growth. Where relationships exist, sales reps must be able to expand into new buying centers to capture more wallet share. This requires a strategic and tactical plan across each account. RAPID DIAGNOSTIC 1. A large percentage of each account manager’s success or goal is based on… Read More »PHASE 6: ACCOUNT MANAGEMENT

PHASE 5: OPPORTUNITY MANAGEMENT Deploy a consistent process to win more new logo deals, bigger new logo deals, more often.   A consistent opportunity management process allows repetition to turn into revenue. Having an opportunity management process also allows for best practices sharing and effective coaching. Sellers who consistently follow a process achieve results 20-25% higher than their peers. RAPID DIAGNOSTIC 1. You have a standardized new log opportunity management… Read More »PHASE 5: OPPORTUNITY MANAGEMENT

PHASE 3: BUYERS Understand how your buyers make purchasing decisions.   Being able to align your sales motions to buyer preferences will help you win more often with higher price points. Your approach must appeal to both the logical and emotional needs of each individual buyer in your accounts. RAPID DIAGNOSTIC 1. Through direct customer research, you have defined your buyer personas. 2. You know the evaluation criteria your buyers… Read More »PHASE 3: BUYERS

PHASE 2: ACCOUNTS Properly align your sales resources to your highest value accounts.   Aligning the top talent in your sales organization to your top accounts is the fastest way to produce growth. Having a deep understanding of your customer’s ability to spend (and over what time frame) gives you a competitive advantage when making allocation decisions against market opportunities. RAPID DIAGNOSTIC 1. You have defined your Ideal Customer Profile… Read More »PHASE 2: ACCOUNTS

PHASE 1: REVENUE PLAN Define the plan for how you are going to achieve your revenue goal.   By having a granular understanding of where your revenue will come from and if the goal is realistic, you have a better chance of achieving your revenue target. Many revenue plans are built from a top-down assessment of last year’s number. The sales leader needs to have a clear vision into where… Read More »PHASE 1: REVENUE PLAN

PHASE 15: MARKETING TECH STACK Build a scalable technology ecosystem to support the digital and decision-making needs of the Marketing team.   Software innovation and platform proliferation has changed marketing forever. Cloud-based offerings are easy for Marketing teams to buy and use. These tools need to be integrated and the integrity of the data collected needs to be maintained. When done well, the investments lead to data-driven decisions. It provides… Read More »PHASE 15: MARKETING TECH STACK

PHASE 14: MARKETING DATA Analyze data collected through customer interactions to provide predictive guidance for future direction.   Data can reveal the strengths and weaknesses of every part of your business. With the right analysis, accurate data enables marketing leaders to make the right strategic choices. Because Buyers spend a majority of their decision-making process on digital platforms, user behavior is trackable. Managing your marketing data leads to greater insights.… Read More »PHASE 14: MARKETING DATA

PHASE 13: FIELD MARKETING Integrate corporate Marketing with Sales by executing marketing tactics in the field.   Corporate programs without localization fail to produce revenue. Each region is different, and each message and program need to be adjusted to meet the needs of the different customer types. Field marketing is the connective tissue between corporate and the field. Marketing budgets are best utilized when the field positively influences the corporate… Read More »PHASE 13: FIELD MARKETING

PHASE 12: PRODUCT MARKETING Translate product features into value messaging that resonates with Buyers.   Product features and technical functionality are critical in designing products. However, these do not always motivate Buyers to purchase a product. Buyers want to understand the unique value a product will provide, and what the Return on Investment (ROI) will be. Great product marketing translates features and functionality into value propositions and competitive advantages that… Read More »PHASE 12: PRODUCT MARKETING