Generating Revenue UCI Eir Lunch and Learn
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GENERATING REVENUE Dionne Mischler CEO, Inside Sales by Design AA-ISP OC Chapter President in/ DionneMischler @DionneMischle r Understanding Key Sales Fundamentals
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Transcript of Generating Revenue UCI Eir Lunch and Learn
GENERATING REVENUE
Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President
in/DionneMischler@DionneMischler
Understanding Key Sales Fundamentals
Copyright Inside Sales by Design 2015
AGENDA
Generating Revenue▪ Introductions▪ Discussion▪ Next Steps▪ Resources
@DionneMischler
Copyright Inside Sales by Design 2015
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?
@DionneMischler
Copyright Inside Sales by Design 2016
TIME
! ?
.@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
Copyright Inside Sales by Design 2016
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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@DionneMischler
HOW DO YOU ACQUIRE CUSTOMERS?
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@DionneMischler
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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@DionneMischler
CUSTOMER RETENTION
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CUSTOMER RETENTION
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CUSTOMER RETENTION
@DionneMischler
3 Easy Steps
1. Account Review2. X Touches3. Value tied back to their desired business outcomes
Copyright Inside Sales by Design 2016
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
Copyright Inside Sales by Design 2015
RESOURCES
@DionneMischler
https://blab.im/DionneMischler http://pminsidesales.usefedora.com/
OC Chapter: http://www.aa-isp.org/chapter.php?id=69
Copyright Inside Sales by Design 2015
RESOURCES
@DionneMischler
Copyright Inside Sales by Design 2015
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
