eBook
The six-step formula for sales success
What you’ll learn :
- Set your sales goals and plan
- Identify your ideal target market and map your sales process
- Build accurate pipeline management and forecasting
- Develop the KPIs and dashboards that keep it honest
What's inside
Inside the download. What it covers, section by section.
Work backwards from the numbers that actually produce profit. If 10 calls give you two meetings and one customer worth $1,000, you know exactly what 100 calls should return.
Profile your prospects by geography, demographics and psychographics, then add industry sector and the titles of the decision maker, influencers and economic buyer. Start by analysing your top 20% of existing customers.
91% of salespeople still don't have or don't follow a formal process. Eight reasons to map yours, plus how Dave Kurlan builds one: collect the steps, sort into four to six stages, find the 6 to 15 missing milestones.
Pipelines fail for only two reasons, too few opportunities and poor quality prospects. Includes the Objective Management Group's ten rules for making sure salespeople actually follow the pipeline.
Five mistakes leaders make when setting KPIs: only financial measures, too many of them, activity without effectiveness, no pass or fail criteria and no visibility. Dashboards give you a real-time view of every opportunity.
Only one company in a market can be cheapest, so everyone else sells on value. Learn the difference between a value proposition, a 10-second positioning statement and a unique selling proposition, and when to use each.
Resources
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Frequently asked questions
Common Questions
Set your sales goals and plan, identify your ideal target market, map out your sales process, create accurate pipeline management and forecasting, develop KPIs and dashboards, and execute against them.
Both, deliberately: the ebook is about transforming sales teams through strategy, structure and execution, because any one of the three alone does not move the number.
One of the six steps is building accurate pipeline management and forecasting, with the KPIs and dashboards that make a forecast something you can act on.
The next step
Stop running on heroics. Start engineering revenue.
Whichever way you work with us, the same proven Revenue OS runs underneath. Book a growth session and we’ll show you where to start.