GENERATING REVENUE

Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President

in/DionneMischler@DionneMischler

Understanding Key Sales Fundamentals

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AGENDA

Generating Revenue▪ Introductions▪ Discussion▪ Next Steps▪ Resources

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OVERVIEWGenerating Revenue

“Plan your work, work your plan.”

Can you confidently answer the questions:1. How do you make money?2. What’s your monetization path?3. Where’s your revenue coming from? (What’s your Ideal

Customer Profile?)4. How do you acquire customers?5. How do you retain customers?

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TIME

! ?

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ICP

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Demographic

1. Company Industry2. Size of company3. Buying team4. Sales team5. Use case

1. Who buys?2. Why they buy?3. What are they solving?

Quantitative

1. What product/service did they buy?

2. How long was the sales cycle?3. Successful win information4. Loss information

Kite Desk blog post

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HOW DO YOU ACQUIRE CUSTOMERS?

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HOW DO YOU ACQUIRE CUSTOMERS?

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ARE YOU EASY TO BUY FROM?

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CUSTOMER ONBOARDING

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3 Easy Steps – for when your customer says yes

1. Signed contract2. Kick off call3. Training

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CUSTOMER RETENTION

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CUSTOMER RETENTION

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CUSTOMER RETENTION

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3 Easy Steps

1. Account Review2. X Touches3. Value tied back to their desired business outcomes

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NEXT STEPS

1. Determine Ideal CustomerCollect your data pointsWho/which departments need to be a part of this

conversation and exercise

2. Acquire CustomersDetermine how to get your solution in the customer’s

hands EASILYWhere are your customers and how do you go after

them?

3. Retain CustomersWhat does this need to look like?Who should be a part?

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PROJECT TIMELINEMonth 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7

Customer Onboarding

Reporting(i.e. track progress)

Customer Retention

Is your Product/solution

read?

Document, document, document

Workflow Automation

Excel-based Activity Reports (Manual) Automate Activity Reports

Ongoing Sales Training

Market Validation/ICP Validation

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RESOURCES

@DionneMischler

https://blab.im/DionneMischler http://pminsidesales.usefedora.com/

OC Chapter: http://www.aa-isp.org/chapter.php?id=69

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RESOURCES

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WHO AM I?

@DionneMischler

Professional

17 years in Sales and TechnologyBuilt first official Inside Sales team in 2007Today, Founder of Inside Sales by DesignPresident of AA-ISP OC Chapter since 2009

Personal

Born and raised in the Chicago Suburbs living in OCInternational Business & Business Administration degree from Carthage CollegeMarried 9 years; Mother to 2 childrenPassionate about Inside Sales and Education

Copyright Inside Sales by Design 2015

Dionne MischlerFounder, Inside Sales by DesignAA-ISP OC Chapter President

in/DionneMischler@DionneMischler

Dionne.Mischler@InsideSalesbyDesign.com