How to Super Charge Your Sales

1. How to SuperChargeYour Sales
Presenter: James C. Gilbert III

2. Agenda
Build Solid Business Processes
Customer LifetimeValue
The Riches are in the Niches
 Multiple Streams of Income
Value-Added Service

3. Build Solid Business Processes
Implement a daily productivity planner
 Projects - Identify top five action items on three key projects
 People – Keep 2 daily lists
 Customers you need to connect withTODAY no matter what
 Customers you are waiting to hear from to move a project forward
 Priorities – 1st things 1st -- Keep a list of the things you must
accomplish today
Evaluate and document every sales process and identify viable time
saving strategies
Create an employee workflow plan for every department and position

4. Build Solid Business Processes (cont.)
Streamline business processes from lead generation to customer
acquisition
Track daily productivity and sales results
Increase prospecting activity based solely on RGA ( Cash is King!)
Complete all non RGA duties during off-peak business hours

5. Customer LifetimeValue
Determine average customer costs to acquire and retain compared to
estimate lifetime revenue generated
Customer LTV = Annual Customer Revenue – (Annual Cost to Serve x
Expected Customer Life) – Initial Cost to Acquire
Increase annual revenue per customer by upselling and cross-selling
Change target market to increase profit margin
Test new low or no cost marketing strategies
Consider why firms like DirectTV use financial incentives ($100 referral
bonus)

6. The Riches are in the Niches
Becoming an expert within a specialized segment to increase sales/revenue
Develop yourself as the “insider” niche in your industry
Build safeguards to sustain a loyal customer base
Develop a referral base which will reduce your customer acquisition costs
Adapt to your customers changing needs

7. Multiple Streams of Income (MSI)
Evaluate additional revenue streams to increase sales during slow
season
Develop MSI within your business to reduce risk and increase profit and
cash-flow
Key benefits to developing MSI
Risk Management Strategy
Strengthen customer base

8. Value Added Service
Offer an excellence customer experience by consistency exceeding
customers e expectations
Give more than what you receive
Implement the Costco Strategy
Determine what value-added services you can offer
Research what the competition is not doing

9. Supporting Sales & Marketing Resources
Screen &Video Share Program: http://www.techsmith.com/jing.html
Screencast Store & Save Program: http://www.techsmith.com/screencastcom.html
Project Mgt.Tool: https://basecamp.com/ or http://www.xmind.net/
Sales Lists: http://www.infofree.com/# or http://salesdatalist.com/