In this short 30-minute webinar Russell Cummings, Business Coach, explores how to set simple Revenue targets and then link them to your marketing and sales activities so that you have a process for conversion.

1. CONVERTING YOUR REVENUE TARGETS
INTO CASH
1
© Strategic Business Development
CONVERTING YOUR REVENUE TARGETS INTO
CASH
Russell Cummings
Strategic Business Development
M: 0414 929 585
W: www.sbdbusiness.com.au
E: russell@sbdbusiness.com.au

2. CONVERTING YOUR REVENUE TARGETS
INTO CASH
2
© Strategic Business Development
Converting your Revenue Targets into Cash Webinar
Income Matrix
An Income Matrix is a s________________ revenue plan. It is effective because it
breaks your plans down into tangible __________________.
Key Elements:
1. C________________
2. P_________________
3. Av _______________
4. U_________________
Building a Sales Pipeline
1. Map your __________________________
2. Build _______________________________
3. Use ________________________________
4. Monitor ____________________________
I________
M_______
S________
P________
M_______
A________
S_______
A________

3. CONVERTING YOUR REVENUE TARGETS
INTO CASH
3
© Strategic Business Development
Example: Sales Processes
Exercise: Your Pipeline

4. CONVERTING YOUR REVENUE TARGETS
INTO CASH
4
© Strategic Business Development
Consistent Marketing Activities
Being consistent avoids F______________________ and F_________________________
Networking
Broadcast1-on-1
____________________
____________________
____________________
____________________
____________________
____________________
____________________
____________________
____________________
______
____________________
____________________
____________________
____________________

5. CONVERTING YOUR REVENUE TARGETS
INTO CASH
5
© Strategic Business Development
Effective Sales
1. Targets and ___________________________
2. Build sales skills - _______________________ selling and N___________________
3. Develop a Sales Plan: R________________ issues, _______________ solutions,
a_____________________, negotiate ___________________________
4. Practice, practice, practice
5. M______________ sales performance

6. CONVERTING YOUR REVENUE TARGETS
INTO CASH
6
© Strategic Business Development
Next Steps
Visit our website and watch the video and webinar library on a range of business
topics:
www.sbdbusiness.com.au
Email or call me to discuss your growth opportunities – russell@sbdbusiness.com.au/
0414 929 585
Resources
 Developing a Contact Program -
http://sbdbusiness.com.au/Developing_a_Contact_Program.pdf
 Example Pipeline - http://sbdbusiness.com.au/Example_Pipeline.xlsx
About Strategic Business
Development
Strategic Business Development Pty
Ltd is an Australian based advisory
firm specialising in strategy,
planning, coaching and leadership development programs.
We focus on growing, dynamic businesses with a long term future. Our experience
has shown that growing a business is a long-term commitment – although the results
can come very quickly – that requires: clear strategies, actionable plans and a
vibrant leadership team to create sustainable, long term profits.
http://www.sbdbusiness.com.au/

7. CONVERTING YOUR REVENUE TARGETS
INTO CASH
7
© Strategic Business Development
About Russell Cummings, Business Consultant
Company Principal, Russell Cummings, has over 26
years comprehensive experience as a
Management Consultant and Coach to family
business, industry organisations, corporations and
government.
He has worked with clients in a wide range of
sectors including: agriculture, manufacturing,
horticulture, Defence, public utilities, dairy, meat
processing, IT, printing, environmental, service
industries, R&D bodies, Local Government
organisations and Industry Associations.
Russell is an accomplished facilitator, coach and trainer with a clear focus on
converting Strategy into Action.
Until 2004, he was also a Director of changedrivers, an innovative firm specialising in
change implementation services. He moved to Bundaberg 8 years ago for family
and a lifestyle change.
Russell has particular expertise in business development and strategic planning. His
main areas of strengths include:
• Strategic plans,
• Business growth and improvement programs
• Business coaching
• Large group facilitation
• Effective leadership development programs
Specifically, Russell brings a pro-active approach to business and leadership
development based on a strong understanding of strategy, leadership, strategic
marketing, business profitability and efficiency.
He is currently working with clients in all Australian states, New Zealand and the
United Kingdom - geography is no boundary.
M: +61 414 929 585
W: www.sbdbusiness.com.au
E: russell@sbdbusiness.com.au