mastering customer growth by driving sales performance

BY DRIVING SALES PERFORMANCE

MASTERING CUSTOMER GROWTH

Dial-In Number: +1 (415) 655-0062Access Code: 236-260-447

BY DRIVING SALES PERFORMANCE

MASTERING CUSTOMER GROWTH

Cindy Goldsberry ZFactor Sales Accelerator

Before We Begin

©2013 ZFactor, All Rights Reserved Worldwide 3

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Today’s Speaker

Cindy Goldsberry will discuss the application of the ZFactor predictive model for Customer Lifetime Potential (CLP). She has thirty years of sales expertise developing sales-generating business strategies for companies focused on high growth.

She is the author of ZFactor Sales Accelerator: From Vendor to Value Creator, which has been listed on Amazon’s Best Sellers for sales teams. 4

http://www.amazon.com/ZFactor-Sales-Accelerator-V2V-Creator/dp/1477698752/ref=sr_1_1?ie=UTF8&qid=1363788662&sr=8-1&keywords=ZFactor+Sales+Accelerator+V2V:+From+Vendor+to+Value+Creator

http://www.amazon.com/ZFactor-Sales-Accelerator-V2V-Creator/dp/1477698752/ref=sr_1_1?ie=UTF8&qid=1363788662&sr=8-1&keywords=ZFactor+Sales+Accelerator+V2V:+From+Vendor+to+Value+Creator

Present a sales methodology to enable sales people to have smarter, more focused engagements with customers to achieve the maximum potential.

We’ll explore how to: • Use the ZFactor Methodology to move your customers’ perception of

you from vendor to Value Creator• Leverage the ZFactor framework to think differently about aligning

selling conversations with the customer’s needs

You’ll walk away with:• 4 key strategies you can implement to attain revenue growth within your

customer base that will make a difference in your organization today

Goal For Today’s Webinar


ZFactor is a non-linear, Predictive Model that enables sales organization to:

• Organize KPIs into a pathway for aligning data, behaviors and execution for performance

• Transform vendors into Value Creators

• Drive engagement of Sales Reps and customers toward actualizing potential

• Leverage data to motivate the behaviors that activate performance

The ZFactor Methodology

Focus on Development

Focu

s on

Per

form

ance


RELATIONAL RELEVANCEBreadth of engagement over time

STRATEGIC RELEVANCEDepth of growth

in revenue

VENDOR

CONSULTED

PREFERRED

PARTNER • Where would

you plot your organization?

• Where do each of your clients think you are today?

• Where are each of your Sales Reps today?

©2013 ZFactor, All Rights Reserved Worldwide

ZFactor For Sales Performance

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CLP is a customer’s potential monetary worth relative to expansion of the relationship over time

CLP is a powerful business metric that helps drive what a customer can do – not just a forward-looking indicator or projection

It is a guide for account executives to focus on where their efforts will pay the largest dividends

Customer Lifetime Potential

Comparative View of Actual Customer Performance vs.

Potential Performance

Potential Sales

Actual Sales

Y1

Customer’s Performance Fell Short Of Their Potential

Y2 Y3 Y

4 …


• Leverage Relational Relevance to increase retention and identify/reverse churn

• Lead with Strategic Relevance to scale and shape demand response

• Measure breadth and depth of customer and sales organization engagement

• Think differently about where sales performance happens


STRATEGIC RELEVANCE

Depth of growth in revenue


ZFactor & CLP – Power For Potential

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So How Do You Go From This…to this?

$

R©2013 ZFactor, All Rights Reserved Worldwide

Building A Sales Performance ZMap

10

Your Entire Customer Base Is Your Playing Field


The Playing Field

11

CLP asks the question – where is each customer compared to the ideal customer?

• CLP is based on classifying customers into logical groups of spend based on purchasing profiles and patterns

• Marketing ‘segmentation’ offers visibility into where and what type the customer is … it doesn’t tell you how they buy

Comparing customers to the ideal customer’s profile empowers sales to take laser-focused actions


Step 1: Classify Customers

Classify based on similar patterns of spend

12



STRATEGIC RELEVANCE


Classify Purchasing

# products/ categories / new

$ growth

YOY

Identify Success Patterns

(measure)

Step 1: Classify Customers

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CLP asks the question – where is my customer’s relationship with me as exhibited by their purchasing behavior?

• Use to predict future spend• Identify the gaps in

anticipated and desired spend

• Detect and reverse churn• Profile demand and

manage growth and retention strategies


Step 2: Profile Patterns

Target cross-sell and up-sell opportunities

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STRATEGIC RELEVANCE

Depth of growth in revenue Classify

Purchasing

Retention or Churn

%of adoption

of product portfolio

(measure)

Profile Purchase Patterns

(accurately assess)

Step 2: Profile Patterns

15


RELATIONAL RELEVANCERetention or Churn

STRATEGIC RELEVANCE


Churn / defection due to lack of relevant

intelligence to drive relationship

Flat line growth due to lack of intelligence to drive strategic value

Leverage Purchase Pattern Profiling ™

16



STRATEGIC RELEVANCE


Purchasing

Leverage PPP to

shape demand

(measure)


(accurately assess)

Leverage PPP To Shape Demand

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CLP asks the question – what is the opportunity across the depth and breadth of our offering for each customer?

• Understand product relationships to increase breadth and depth of wallet share

• Shape demand to offer the right products by category and by product affinity

• Align selling, serving and marketing resources to leverage data for meaningful sales conversations

• Correlate customer response to results and authenticate/ refine sales KPI’s


Step 3: Understand Product Affinity

Detect and manage customer behavior

18



STRATEGIC RELEVANCE


Purchasing(measure)


(accurately assess)

Understand Affinity

(drive adoption)

Customer Potential

Step 3: Understand Product Affinity

CLP Index

19



STRATEGIC RELEVANCE


Purchasing(measure)


(accurately assess)

Measure Insight Score (Value of Insightful Conversations)

Leverage CLP Insights ™

Understand Affinity

(drive adoption)Value

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CLP asks the question – what is the Insightful Conversation that will create real VALUE?

• Optimize activities and resources to focus sales on highest Return on Potential (ROP)

• Anticipate the relational and strategic needs that are served by our offering

• Leverage data and information received from customers, systems and sales to drive value that realizes full potential


Step 4: Target Potential

Create and shape response to customer demand

21



STRATEGIC RELEVANCE


Purchasing(measure)


(accurately assess)

Understand Affinity

(drive adoption)

Target Potential

(scale)

Step 4: Target Potential

22

• Measure performance as a function of potential and breadth and depth of customer engagement

• Lead with Strategic Relevance to scale and shape demand response

• Leverage people, process and systems to quantify the difference between performance and potential

• Drive Relational Relevance to increase retention and reverse churn

Scale strategic relationships that offer real value


Value Imperatives Of The CLP Index

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1. Use information and resources to engage in new methods for classifying and analyzing client behaviors based on their purchase habits

2. Leverage metrics to understand the potential of each customer, then use this to drive growth and expansion

3. Become relevant as a Value Creator to your customers by using customer information to craft insightful selling conversations to drive growth and retention

4. Leverage a powerful methodology, align resources within your organization and grow revenue by focusing on the breadth and depth of customer engagements

Four Key Strategies You Can Leverage

Build A Sales Culture Of Value Creation And Empower Sales To Pro-Actively Engage In Behaviors That Create Relationships Of

Lifetime Potential


Questions & Comments


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The Pricing Analytic Group

Dick Sobel, Managing DirectorThe Pricing Analytic Group

The Pricing Analytic Group is led by Dick Sobel, Managing Director.

He is a partner with the Strategic Pricing Management Group (SPMG) and a consultant for PricePoint Partners, providing pricing analytics, training, strategy, optimization, and realization consulting services to B2B clients achieving profitable growth.

Our pricing consultants provide analytic tools and evaluate price momentum throughout the cash cycle.

We improve pricing for incumbent and new products with:Value based pricing & selling principlesPricing auditsDeveloping effective pricing strategies

Email:Phone:

http://www.pricing-analytic.com/

Zfactor Sales Accelerator


Cindy Goldsberry, Chief Sales Architect of ZFactor Sales Accelerator

Cindy has thirty years of sales and marketing expertise developing and implementing sales-generating marketing and business strategies for companies focused on high growth, re-tooling sales teams and accelerating effective sales performance. She is the author of ZFactor Sales Accelerator: From Vendor to Value Creator, which has been listed on Amazon’s Best Sellers for sales teams.

Leveraging the ZFactor methodology, she works with corporate leadership to impact revenue performance by engaging sales and marketing resources strategically and tactically to create client relationships with Lifetime Value and profit for the company. With Boundless Network, she sales grew from $800K in 2005 to $54MM in 2012. As VP Strategic Sales and Services, she built the Enterprise Account Services division which represented 30% of company revenues in 2012. She used the ZFactor methodology to acquire, develop and retain client relationships and to develop a channel of 100+ sales professionals.

http://www.amazon.com/ZFactor-Sales-Accelerator-V2V-Creator/dp/1477698752/ref=sr_1_1?ie=UTF8&qid=1363788662&sr=8-1&keywords=ZFactor+Sales+Accelerator+V2V%3A+From+Vendor+to+Value+Creator

http://www.amazon.com/ZFactor-Sales-Accelerator-V2V-Creator/dp/1477698752/ref=sr_1_1?ie=UTF8&qid=1363788662&sr=8-1&keywords=ZFactor+Sales+Accelerator+V2V%3A+From+Vendor+to+Value+Creator

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Zilliant provides B2B companies with data-driven guidance, enabling smarter pricing and sales decisions to help businesses make their numbers. The Zilliant optimization platform uses advanced science in its price optimization applications to enable companies to overcome the massive complexity in their businesses. Our flexible SaaS model allows customers to quickly and confidently improve their financial performance by integrating into existing systems and processes.

Learn more about how Zilliant helps companies price more profitably and sell more effectively at www.zilliant.com.

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