sales Consulting Services SALES ENGINE

• #10 Reliable effective outbound new customer calls to growing markets. 
• #9 New high-quality customers who continue to buy. 
• #8 Customer decision makers who need & value their solutions.
• #7 Funded project needs that fit & are under schedule pressure. 
• #6 Significant increase in qualified sales pipeline. 
• #5 Shorten new account sales cycle.
• #4 Sales process that increases win rates. 
• #3 Sales team each with high and increasing bookings.
• #2 Increase in ongoing profits---new clients buying at value prices.
• #1 Satisfy partners, employees and shareholders of business growth 

• Situation: CEO/President, $7M technology company – 25 employees including
  4 Senior Sales Representatives

• Critical Need: CEO is expected to grow revenue and profits 30% per year and he needs a sales plan, process, and team that provides constant and
  increasing new account qualified pipeline, bookings and profits  within 8 months.

• Reason: The current sales staff is not performing, the qualified pipeline is small, sales acquisition costs are high, the sales plan, process and tracking are poor. There is less than one year of funding available to cover ongoing losses.

• John Hiller  Solution:  

• John Hiller provides proven sales process, plan and tracking
  honed from having grown many successful technology businesses,
  large qualified sales new account pipeline, enhanced bookings,
  and enhanced profits within 9 months:

• - Your sales force becomes effective at engaging customer CFOs by getting them to calculate ways to improve their profits by 30% annually.
   
• - This is done by showing a tailored profit enhancement spreadsheet & demo of
  your product and service’s impact over the Internet in 10 minutes.  
   
• - The business justification opens up communication with CFOs and
  enables easier closing of business at value pricing. 

• John Hiller Solution:  
   
• - It tells your sales force which companies have the best chance of  closing.  The following software demonstrations are scripted to validate
  the customer profit enhancements discussed.  
   
• - Your bookings and profits for the next 9 months double those of  the entire prior year, and your qualified pipeline is 5-10 times larger than that of the prior year. Profit Margins improve.
   

• Expected Result: 

• The technology company doubles bookings & profits and increases
  new account pipeline by 5X within 9 months of selling, gains$8M
  in new account bookings in the 1st year and $20M in new account
  bookings in the 2nd year with a minimal staff.

• CEOs of technology companies urgently need increased sales. Qualified pipelines are too small to achieve revenue milestones and sales acquisition costs are too high to achieve profit milestones. 

• This sales engine provides 2X bookings and 2X profits increase at a significantly
  reduced risk, and cost within 9 months

• Company Solution Business
  Justification including Profit Enhancement Calculator 

• Company Sales Script

• Company Solution
  Presentation (Customer
  critical need, solutions
  & expected result)

• Demo & Proposal (Onsite Paid Visit) for Profit Enhancement Calculator

• Sales Plan

• Marketing List:  Accounts & Points
  of Contact (CEOs & CFOs)

• Call Tracking

• Qualified Pipeline
  (5X Targeted Bookings
  for Any Timeframe)

• Company Competitive
  Position (High
  quality dev. methods &
  proven business benefits)

• Profitable Bookings
  & Revenue

• Sales Status Versus Plan

• The average time from the first call to the CEO until the first meeting is 2 months.
• The average time from the first meeting to the booking close is 5 months.
• In practice, early meetings and early closes occur in a minority of cases. These best cases fund the sales effort early in the sales plan.
• The good news is that the economy does not move the sales cycle more than one month.

• To consider during each step of sales cycle:
• Main Points From Initial Account Information Form & Conclusion
• Current Step in Sales Cycle
• Date of Movement to Current Sales Step
• Customer Need Description
• Company Competitors
• Company Competitive Position
• Company Proposal/System Sizing/Manpower
• Customer Business Case & Justification
• Customer Decision Makers & % of Decision Process
• Customer Decision Process
• Barriers to Sale (Key at Weekly Sales Meeting)
• Contract Value/Manpower
• Targeted Installation Schedule
• Company Sales & Technical Support for Sales Manpower Spent to Date
• Funding in Place
• Lead Source
• Partnering Company (Keep them informed)
• Close Date
• Help Needed & Who (Key at Weekly Sales Meeting)
• References

• 5 Month Sales Cycle Starting with Step 4

• 1 Telephone Notes, Send
• 2 Fill Out Form
• 3 Analyze Initial Form, Setup Appointment
• 4 Specific Discussions, Solution Presentation, Trip Report, Detailed Customer Need Writeup (Sales Cycle Started), 25%
• 5/1 Month Customer Generates RFP/Specification, 30%
• 6/.5 Month COMPANY Responds to RFP/Specification, 32%
• 7/1 Month Customer Completes Competitive Analysis, 36%
• 8/.5 Month COMPANY & Customer

        Discuss the Competitive Analysis,  

           Decision Makers, Budget & Schedule Are Known, 50%

• 9/.5 Month Customer Point of Contact Writes Business Case, COMPANY Supports Customer in Writing Business Case, 60%
• 10/.5 Month COMPANY Gives References, Justification & Best Price, 75%
• 11/1 Month Customer Point of Contact Submits COMPANY for Approval of Upper Management, 75-90%

• John   Hiller Actual

• 419  #   Co. Called

• 5891 Calls

• 410 Packages (Emails)

• 63 #   Dead

• 86 #   Pipeline

• 317 #   Meetings Held, Scheduled & Being Scheduled

• $16,444,000   Pipeline   ($000)

• $5,450,000   Bookings   Won ($000)

• $4,377,000   Bookings   Lost ($000)

• John  Hiller Actual Per Year

• #   Co. Called 104

• Calls 1472

• Packages 102

• #   Dead 16

• #   Pipeline 21

• #   Meetings Held, Scheduled & Being Scheduled 79

• Pipeline   ($000) $4,000,000   

• Bookings   Won ($000) $1,400,000   

• Bookings   Lost ($000) $1,350,000   

Early  Stage Voting Power of Decision Makers at Step 4

President/GM 5%

 CFO 5% 

 IS Director 30% 

 Dept. Heads 30% 

 Dept. Heads 30% 

Techn. Consultant 30%

Early  Stage Voting Power of Decision Makers at Step 10

President/GM 30%

 CFO 30% 

 IS Director 30% 

 Dept. Heads 15% 

 Dept. Heads 10% 

Techn. Consultant 15%