Yamini's Business Presentation

1. Welcome...

2. Attention: Founders and Owners of Rapidly
Growing Companies….
Does This Sound Familiar?
 “Our salespeople should be booking more sales
appointments instead of spending so much
time trying to find qualified prospects.”
 “Our sales people need to be more consistent
at getting accounts but closing ratios are all
over the map.”
 “It’s taking a very long time to close sales. We
should be able to do that faster somehow.”

3. Does This Sound Familiar?
 We shouldn’t have to play price negotiation
games to win a big account or give away our
margin.”
 “We have some accounts that don’t make money
and need to be replaced with more profitable
accounts.”
 “We get referrals but may be we need to be
getting more.”
 “We can’t afford to drop the ball with prospects
or clients.”

4. Often Companies will Treat the Symptoms
Instead of the Real Problems by:
1. Launching a new marketing initiative (start
a DM campaign, join a new NW group,
sponsor an event etc.)
2. Hiring more sales people
3. Getting more sales training

5. But What’s The Real Problem?
 You know you need to take time to do
“strategy work” and focus on growth and
new ideas because no one else can do
that……but it’s hard to find time when
you’re running a business.
 You’ve invested in marketing… but it’s been
more of a scattershot approach and there
is still no systematic way to generate leads.

6. But What’s The Real Problem?
 You’ve hired good salespeople, given them a goal
and they should be able to figure out how to get
sales…..but they aren’t very strategic in their
approach and so it’s a hit or miss scenario.
 Perhaps you’ve even invested in sales training
but not much has changed…. because real change
happens from the top when there is 100% clarity
on business strategy.
 You assume you’re getting all the referrals you
can...but you might be underestimating the huge
potential of your network.

7. What’s The Solution?
An unlimited marketing budget?
More salespeople?
Access to more capital?
Most of the times the answer is NO

8. What’s The Solution?
Sustainable, profitable sales comes from
having a sales strategy, structure and
system in place so you can expect
consistent results from your team and
prevent the swings in sales.

9. Here are critical elements that need to be built into your sales
structure to consistently generate sales & bring in profitable
accounts.
1. 100% clarity on your strategic direction that
drives your daily activities to get the results you
want quickly.
2. A cost effective marketing system that puts you in
front of your top prospects consistently without
depending on you.
3. A sales process that is consistent, builds trust,
wows your prospect and converts more prospects
into clients.

10. Here are critical elements that need to be built into your
sales structure to consistently generate sales & bring in
profitable accounts.
4. Sales management system to ensure that your
sales team is in sync with the company’s goals.
5. Key strategic partnerships & alliances that send
you prospects regularly and become an additional
sales team.
6. A wow service delivery process that exceeds client
expectations and gets them selling you to potential
clients.

11. Here are critical elements that need to be built into your
sales structure to consistently generate sales & bring in
profitable accounts.
7. A client loyalty and retention system to transform
your clients into a powerful sales force that feed your
sales pipeline with referrals.
8. A pricing and profitability system that keeps you
profitable and eliminates the “great revenue but no
profit syndrome.”

12. Client Case Study
Animation Company- Scenario Before
Key Issues: Lack of Consistency in Sales
 “We have 4 sales people but if Greg’s sales drop then we
have a bad month.
 We aren’t spending time on booking sales presentations.
 We’ve dropped the ball with prospects and they don’t
turn into clients.
 James discounts jobs and we don’t make much money on
them
 They are competing with one another and fighting over
prospects
Effect: Missed Sales Target, Lack of New Business
Opportunities & Lost Margin

13. Implementing the Critical
Elements in the Sales Structure
A marketing system in place
1. Laser focus on our top 3 industries and Top 20
accounts for each rep
2. Identified 5 strategies (email marketing, expos,
linkedin, calling, strategic partnerships) that work
in sync with each other
3. All Marketing activities are part of the overall plan
& on a calendar
4. Lead nurturing process in place

14. Implementing the Critical Elements
in the Sales Structure
1. Sales goal setting done quarterly
2. Measurement system & performance incentives for
sales performance in place
3. Sales Process built in our CRM system
4. Client reactivation campaigns to revive past &
inactive clients
5. A tight production process in place with gantt
charts/production schedules

15. Implementing the Critical Elements in
the Sales Structure
1. Overhauled pricing and estimating system
2. Client recognition plan in place for top 10 accounts
3. Hired 3 new people on the sales and production
team using the 3 step hiring process

16. Results in 15 Months
 33% Increase in sales year over year
 Closed $300k in new business from reactivation
campaigns
 Landed 2 new accounts ($300k- annual) from expo
strategy
 Email campaigns- brings in 5-7 estimate requests
every month consistently
 2 new sales people added on team
 Client retention- haven’t lost a single account for the
past 1 year since we started our client recognition
process
 Increased prices 8%

17. Work in Progress
 Establishing 3 strategic partnerships that feed our
pipeline
 Introducing a new product line in 6 months
 Internet marketing initiatives- Webinars/blogs –in 6
months
 Client loyalty and referral system in progress
 Hiring production staff- now

18. Celebrus Strategies works with CEOs &
Owners of rapidly growing companies
($2M-$10M) who:
 Are way too dependent on their key
salespeople to meet aggressive sales targets
 Stress out at the thought of a bad month
 Don’t have the luxury of very large sales
teams but they need to bring in new accounts
if they want to grow

19. I work with them to acquire and develop new
accounts and expand their existing client base
without spending a lot of money on marketing. As
a result, their sales team spend less time
prospecting and more time closing projects and
sales grow anywhere from 33% to 167 percent.

20. Who are Great Clients For
Celebrus?
1. Companies $2-$10M in revenue
2. Established businesses
3. Vendors to the Marketing function

21. Who are Great Clients for
Celebrus?
Vendors to the Mkt Function
 Animation Production Fulfillment
 Video/Motion Packaging
Production
 Commercial Displays &
Photography Exhibits/Signs
 Survey companies
 Promotional Products Incentive Programs &
 Data Services- Direct Awards
Mail Data Management
 Event Management
Data Warehousing

22. Top 20 Companies
• Audio Video • Profitmaster Displays Inc
Representatives • Studio III
• Projections Inc • Summdesign Inc
• Sunbelt Plastics
• Century Displays Inc • Think 360
• Compass Collective • Tradeshow Resources Inc
• Compass Display Svc • Leprechaun Promotion
• Dimensional Design Inc • Ranew's Apd
• Elite Exhibits Llc • Advantage Packaging Inc
• Contract Packaging Inc
• Exhibitus • Georgia Labeling &
• Express Color Inc Filling Inc
• H S Photo Processing Inc • Sportography
• Tss Photography • Spitfire Studios