Revenue Acceleration Services Overview
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Discovery
The Service
- Interview a few:
- Key internal people
- Happy customers
- Prospects who did not buy
- Review:
- Website
- Collateral
- Sales tools
- Customer feedback
- Recent campaigns
- Metrics tracked
- Competitive sites
- Make recommendations re:
- Improving Sales and Marketing effectiveness
The Benefits
- Create and implement a plan to address high-payoff issues
- Tailor all interventions for the specific situation
Measures of Impact
- Improved return on sales and marketing programs
Market Penetration
The Service
- Management session to align on:
- Specific target market
- Best Prospect criteria
- Value Proposition and messaging
- Buying process milestones and Sales and Marketing roles
- Lead ranking (A, B, C) and how to follow up on each
- Online and offline sales tools to drive sales results
- Priorities to focus on
- Metrics to drive progress
- Action Plan
The Benefits
- Capture market window of opportunity
- More effective Sales and Marketing campaigns- that support organizational goals
- Improved coordination and efficient use of resources
Measure of Impact
- Better Return on Sales and Marketing programs
- Higher Close Ratio
- Shortened Sales Cycle
- Market Share growth
Sales Effectiveness
The Service
- Sales (2.0) methods and best practices to accelerate sales productivity and results
- Optimal use of human and online interaction
- Recommendations re Sales (2.0) tools to add for demand generation, sales conversion and customer loyalty
- Building the tools and methods into the sales process
- Sales team readiness (including sales and management training) to respond to respond to leads generated
The Benefits
- Accelerate the sales process
- Improve sales and marketing efficiency and effectiveness
Measure of Impact
- Shortened Sales Cycle
- Improved conversion ratios, including close ratio
- Lower Cost of Sales
- Better Return on sales and marketing programs
Sales Tools
The Service
- Identify, develop online/offline tools for each buying milestone
- Web presence
- Demand Generation
- Sales collateral
- Product demos
- ROI tools
- Self-serve
- Social networking
- Manage successful campaign implementation using your or our resources
- Leverage current content to maximize return on investment
The Benefits
- Sales tools speed the buying/sales process
- Less time spent by sales creating sales tools
- Customers are happier with their buying experience
Measure of Impact
- Shortened Sales Cycle
- Win incremental deals
- Lower Cost of Sales
Performance Management
Plan Implementation
We support you and your team in successfully implementing your Buying 2.0TM Revenue Acceleration Plan and using the new methods and approaches associated. In addition, we work with you to ensure that your metrics are driving behavior that will produce your intended results. |
