Is there an equation to help your business close larger deals, shorten the sales cycle and reliably hit revenue targets? The answer does not exist in your sales process or your CRM strategy. It exists in the optimization of both. The real challenge in solving this complex equation is where to start and what action to take. This webinar will help you begin this journey.

2. GUEST SPEAKER:
Rob Malec, Businessworks Consulting
Rob Malec is a sales process expert in this field
and provides sound, practical and objective
advice around how to maximize the results of
company’s sales and revenue generation efforts.
Prior to starting his consulting practice Rob
worked his way through the sales ranks, winding
up his corporate career as a Vice President
Business Development.

3. Agenda
o CRM = Mirror
o What is Sales Process Optimization?
o (Sales Optimization + CRM)= $$
o How to create a Sales Roadmap
o How to optimize your sales process

4. CRM = Mirror

5. CRM Magic Mirror

6. What is Sales Process Optimization?
Retail Anti Theft Device Co.
o $10M annual revenue
o 5 sales people
o Initial deal size = small
o Long closing cycle
o Moderate lifetime value

7. What is Sales Process Optimization?
Retail Anti Theft Device Co.
o $10M annual revenue
o 5 sales people
o Initial deal size = small
o Long closing cycle
o Moderate lifetime value
Today
o Larger initial deal size
o Faster closing cycle
o Greater lifetime value

8. Let’s construct a table
1
2
3

9. Efficient and effective production = $$

10. Let’s construct a sale
Stage
Phase
Lead Suspect Prospect Target Close
I
II
III
IV

11. Efficient and effective production = $$
Stage
Phase
Lead Suspect Prospect Target Close
I
II
III
IV

12. Value of Sales Process Optimization
Deal Size

13. Deal Size

14. Value of Sales Process Optimization
Sales Velocity

15. Sales Velocity

16. Value of Sales Process Optimization
Quota
Achievement

17. Value of Sales Process Optimization
Quota
Achievement!

18. How do I know if my Deal Size
and Sales Velocity are
out of whack?

19. Lifetime Value of An Account
Optimized
Sales
Process
$ Deal #1
Non
Optimized
Deal #1 Sales
Process
Time

20. Lifetime Value of An Account
Optimized
Sales
Process
$ Deal #1
Deal #2
Deal #2 Non
Optimized
Deal #1 Sales
kkkkkk Process
Time

21. Lifetime Value of An Account
Optimized
Sales
Process
Deal #3
$ Deal #1
Deal #2
Deal #2 Non
Optimized
Deal #1 Sales
kkkkkk Process
Time

22. Why CRM?

23. Make Money

24. Save Money

25. Save Time

26. Increase Convenience

27. Improve Competitive Position -
Live the dream

28. Pain results if CRM results don’t materialize

29. (Sales Optimization + CRM) = $$
Results CRM
SPO Sales
Activities
Sales Behaviours

30. (Sales Optimization + CRM) = $$
CRM
Results
Activities
Sales
Behaviours
SPO

31. Your Sales Roadmap

32. How to create a Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
I X X X X X
II
III
IV
Gateway Event Gateway Event Gateway Event Gateway Event Gateway Event

33. Optimize Your Sales Process

34. Case 1. How can we be more efficient & effective?
o $1M annual revenue
o 9 sales people
o 12 month closing cycle

35. Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Navigate buyer’s
I Source Lead Conduct first meeting Create solution Proposal sign off
decision
Determine buyer
II Present solution to all Negotiate, refine
Research Lead needs, desired Nurture
decision makers offering
outcomes
III
Learn full decision Confirm solution a Navigate buyer’s
Contact Lead Maintain
making process perfect fit decision
IV
Confirm proceeding Present final pricing and
Book first meeting Yes / No Grow
makes sense uncover hesitation

36. Optimizing Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Navigate buyer’s
I Source Lead Conduct first meeting Create solution Proposal sign off
decision
Present solution to all
Determine buyer Negotiate, refine
II decision makers Nurture
Research Lead needs, desired offering
FACE TO FACE USING DISCUSS NEXT DEAL
outcomes BOOK NEXT MEETING
WHITEBOARD
III Learn full decision
Contact Lead making process and
Navigate buyer’s
DON’T DEAL WITH INTEGRATE OTHER Confirm solution a Maintain
decision
GATEKEEPERS DECISION MAKERS perfect fit DISCUSS NEXT DEAL
BOOK NEXT MEETING
INTO THE BUYING
PROCESS
Confirm proceeding
IV Present final pricing and
makes sense
Book first meeting uncover hesitation Grow
ENROL ALL BUYERS Yes / No
ON TELEPHONE COMPLETE WITHIN DISCUSS NEXT DEAL
INTO OUR HELPING
4 WEEKS
PROCESS

37. Case 1. Results
o $1M annual revenue
o 9 sales people
o 12 month closing cycle
Today
o $100M annual revenue
o 18 sales people approx.
o 3-6 month closing cycle

38. Case 2. How can we be more efficient & effective?
o High churn rate of Prospects
o Low closing ratio
o Frustration

39. Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Navigate buyer’s
I Source Lead Conduct first meeting Create solution Proposal sign off
decision
Determine buyer
II Present solution to all Negotiate, refine
Research Lead needs, desired Nurture
decision makers offering
outcomes
III
Learn full decision
Contact Lead making process Confirm solution a Navigate buyer’s
Maintain
AND PROVIDE perfect fit decision
PRICING
IV
Confirm proceeding
Book first meeting Uncover hesitation Yes / No Grow
makes sense

40. Optimizing Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Navigate buyer’s
I Source Lead Conduct first meeting Create solution Proposal sign off
decision
Determine buyer
II Present solution to all Negotiate, refine
Research Lead needs, desired Nurture
decision makers offering
outcomes
III
Contact Lead
AND ACTIVELY Learn full decision Confirm solution a Navigate buyer’s
Maintain
DISQUALIFY THEM making process perfect fit decision
IV
Confirm proceeding Uncover hesitation
Book first meeting Yes / No Grow
makes sense AND PROVIDE PRICING

41. Case 2. Results
o High churn rate of Prospects
o Low closing ratio
o Frustration
Today
o Some churn of Leads
o Low churn rate of Prospects
o Higher closing ratio
o Increased income
o No frustration!

42. Case 3. How can we be more efficient & effective?
o 18 month closing
cycle
o $10K initial deal size
o Frustration!!

43. Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Conduct first meeting; Navigate buyer’s
I Source Lead Do Assessment Proposal sign off
BOILER OPS decision
Determine buyer Present assessment
II Negotiate, refine
Research Lead needs, desired results to all decision Nurture
offering
outcomes makers
III
Learn full decision
Contact Lead
making process and Confirm solution a Navigate buyer’s
PLANT MANAGER Maintain
SELL AN perfect fit decision
‘ASSESSMENT’
IV
Confirm proceeding Present final pricing and
Book first meeting Yes / No Grow
makes sense uncover hesitation

44. Optimizing Your Sales Roadmap
Stage
Phase
Lead Suspect Prospect Target Close
Conduct first meeting; Navigate buyer’s
I Source Lead CONDUCT A TEST Proposal sign off
PLANT OWNER decision
Present assessment
Determine buyer results to all
II Negotiate, refine
Research Lead needs, desired decision makers Nurture
offering
outcomes DURING THE
FACE TO FACE VISIT
III
Contact Lead
Learn full decision Confirm solution a Navigate buyer’s
PLANT OWNER Maintain
making process perfect fit decision
IV
Book first meeting Confirm proceeding Present final pricing and
Yes / No Grow
ON THE PHONE makes sense uncover hesitation

45. Case 3. Results
o 18 month closing
cycle
o $10K initial deal size
o Frustration!!
Today
o 9 month closing cycle
o $300K initial deal size
o Happy!!

46. Questions?
Follow: @MaximizerCRM
Visit: www.maximizer.com
Email: info@maximixer.com
Call: 1.800.804.6269