intentional business development for local online publishers

INTENTIONAL

BUSINESS DEVELOPMENT

Cold Calls

Needs Analysis

Proposals

Report

Campaign Iteration

Referrals

Prospect

Retain

©Intentional Seller Program / Cippel Consulting

Sales Activity

• Consistent

• Deliberate

• Urgent

• Focused

• Persistent

INTENTIONAL


Critical Sales Activities

New Business Development

• In-person/Telephone Prospecting

• Pre-call Planning

• Needs Analysis Meetings

• Idea Generation & Strategizing

• Presentations to Prospects

Account Development

• Current Client Calls

• Reporting/ follow up

• Campaign Iteration

• Creative Redesign, Swaps and Promotional Creative Strategy

• Presentations to Grow Revenue

• Referrals

Account Management

• Contact Management

• Procuring Testimonials

• Presentation Development

• Business/Industry Trends

• Networking

Top sellers make every minute of every day count.


Sales Activity Everyday

Monday Tuesday Wednesday Thursday Friday

8:00

In office

8-8:15

Sales training

8:15-9:30

Email

Voice mail

CRM input

9:30-4:30

Field Calls- 3 sales calls

- 2 current client calls

- 10 cold calls

8:00

In office

8-8:15

Sales training

8:15-9:30

Email

Voice mail

CRM input

9:30-11:00

Power Hour

11:00-4:30



- 10 cold calls

8:00

In office

8-8:15

Sales training

8:15-9:30

Email

Voice mail

CRM input

9:30-4:30



- 10 cold calls

8:00

In office

8-8:15

Sales training

8:15-9:30

Email

Voice mail

CRM input

9:30-3:30



- 10 cold calls

3:30-5:00

Power Hour

8:00

In office

8-8:15

Sales training

8:15-9:30

Email, VM, CRM

9:30-3:30



- 10 cold calls

3:30-5:00

Sales Meeting- Cover the numbers

- Monthly projections

- Celebrate weekly wins

-Address any issues

10,3,2 = 10 Cold Calls, 3 Sales Calls , 2 Current Client Calls


Simple Sales Activity Summary

10 cold call door knocks. Used to gather info, build your database makes the phone calls warm.

3 Sales calls per day in pursuit of business, needs analysis and proposal appointments

2 Current client calls a day (10 per week) quick follow up to report, iterate, check in on results and measure/manage expectations

3 Referrals per month

3 Testimonials per month

180 Dials a week - Selling the appointment


Work the Activity Numbers

• 15 sales calls per week (3 a day)

• 20% average close rate

• 3 contracts/deals per week

• 4 weeks in a month

• 12 contracts a month

• Average or minimum contract amount of X$

• The result = High Impact Revenue Growth


The Numbers

• 15 sales calls w/ 20% close rate

• 3 deals a week = 12 deals per month

• An average sale of $250 per month annualized = $3000 per year

• 12 deals per month at $3000 per yr. = $36,000 in gross contract value

• 12 months of consistent sales activity = $36,000 x 12 = $432,000 in

gross contract sales

• What does this really mean?

• Year 2 = $36,000 per month in actual recognized revenue!


Reverse Engineer Commission Earnings

With Your Reps

• Help them see the path to earning $

• Ask them to determine their personal earnings goal for the

next 12 months

• Reverse engineer the number back based on commission

paid each month to determine what they have to sell to

get there

• Have them design their 100 day plan to take action and

get there


Consistent Sales Activities

YOU - Set the expectation with sellers for full throttle sales

activity

YOU - Provide the structure and measurement for success

from the start

YOU - Set the structure for:

oPower Hour

oCold calls

oSales calls

oClient calls

oAdmin work

oTraining and Team time

Manage the numbers, Mange the numbers, Manage the

numbers!


Track Interactions and Contacts

Customer relationship management is an approach to

managing a company’s interactions with current and future

customers

• Every contact matters

• Every touch point matters


Tracking Interactions

• With customers, potential customers and contacts

• What happened on the call?

• When should you follow up?

• What are the action steps?

• Activity/history

• Appointments

• Proposals

• Meaningful phone calls

• Emails with sales intent

• Key notes, follow up actions, business relevant insight


Without A system To Track

• When sales reps are asked how they manage business

contacts and revenue accounts for follow up, tracking and

renewal without a system the responses sound like:

• The info is in my notebook

• I just try and remember

• I put post it notes on my desk and my wall

• Sometimes I write it down, sometimes I remember it, sometimes I

set a reminder

• If I don’t call them they call me


Insight Into Account Opportunities

• Account details

• Opportunity created date

• Projected close date

• Last activity/modified

• Type of revenue (new, ongoing,

reactivated, up-sell, political, seasonal,

house or trade)

• Products presented / closed

• Notes about the presentation, products,

schedule and fluctuation


Pipeline and Forecasting • Revenue pipeline and forecast

• by period (month, quarter, yr)

• Revenue projection by month for up to 12 months

• Revenue fluctuations by season


Lens Into Your Sales Operation

• Number of calls

• Number of appointments

• Number of proposals

• Who, what, where,how much

• How to coach

• How to help

• What is key to be involved in

• A sales pipeline takes 90

days to build - you have to

have a lens into your sales

activity and operation!!


Revenue Insight Reporting

• Type of revenue • New business

• Upsold

• Renewed

• Contract

• One time

• Account retention

• Products purchased

• Products retained

• Products purchased together

• Products with highest retention rate

Most CRM systems offer the ability to build views or reports (exportable to excel or in CSV format) that can be filtered upon a variety of data inputs


Questions


Eleanor Cippel

Business, Marketing and Startup Consulting,

Organizational Development and Sales Training

865.712.3656

[email protected]


intentional business development for local online publishers

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