Raise Your Customer Sales IQ in a Challenging Economy

Make Your Numbers™ © Copyright 2012 Zilliant, Inc. -- CONFIDENTIALMake Your Numbers™ © Copyright 2012 Zilliant, Inc. -- CONFIDENTIAL1

Raise Your Customer Sales IQ

in a Challenging

Economy


The Basic Strategies for Organic Growth Are Well-Known

Take steps to get even more– Get customers to buy more in current lines– Get customers to buy in other categories

Focus on the top opportunities– Spend your limited selling time wisely– Prioritize your book-of-business

Keep what you already have– Stay well-ahead of customer defections– Protect current share in lines/categories


What is Customer Sales IQ?

What you know about your

customers’ buying habits

How many customers you

know this about

Accuracy of your early defection warning system


The Statistics are Telling• Improve sales profitability by eliminating non-selling tasks

• >45% time selling, achieve quota 62% of the time• <35% time selling, achieve quota 55% of the time

(Source: Selling Power Blog)

• Making the most of current customer relationships has a huge payoff (Source: Bain and Company)

• It’s 6-7 times more costly to acquire a new customer • 50% customer attrition if not contacted within a year• 5% increase in customer retention can increase profits by 95%

Sales teams spend just 41 percent of their time selling by phone or face-to-face, versus 46 percent in 2006 Source: CSO Insights


What You Will Walk Away With

• The FOUR ingredients needed to move from manual prospecting to a science-driven approach

• How to automate this approach • Identify and prioritize opportunities across your

customer base• Properly align sales resources with growth

opportunities with your customer base• KISS approach to sales adoption


#1: Accuracy and EfficiencyMove From Basic Analysis to Science Driven

Manual / Spreadsheets

Reporting / Business Intelligence

Institutional Knowledge / Purchase Pattern Profiling / Buy Cycle Normalization

Manual Science DrivenRules Driven


Getting Accurate Answers Through Purchase Pattern Profiling™

AdhesivesGrease/LubricantsProcess Products

Fluid PowerFastenersBearings

Hydraulic ProductsBelts

HardwarePneumatic Products

DrivesHealth & Safety

SealsConveying


Science, applied correctly, MinimizesFalse Signals and Ensure Accuracy

Is the drop just reflecting the customer’s spotty, but normal, buying cycle?

Revenue Drop

Revenue Drop

+Off-Cycle Behavior

+Off-Peer Behavior

=Accurate

Lost-Share Signal

Is the customer really starting to buy elsewhere?


#2: ScalabilityMove to Cost-Effective, Science-Driven Decisions

• Challenge: - Platform capable of handling large transactional data

volume- Platform that is flexible and adaptable- Data quality / reliability- IT enablement / business empowerment- Harness the power of your data

Failure to adequately tap into Big Data is resulting in the loss of 10% of manufacturers’ average annual revenue, which adds up to an average loss of $40.8 million per year

• Approach: - Cloud-based environment- Provide actionable guidance - Let the platform do the work

Source: Oracle


#3: Adoption• Challenge: - Lack of adoption• Why: - It doesn’t help them sell

-Requires too much time away from the customer-Too cumbersome-Not part of the “planning” process

Companies who accurately allocated sales resources consistently closed 33% more deals, won deals in ½ the time and saw the ASP increase nearly two-fold

Source: McKinsey & Company, 2012

• Approach: - Keep it simple – email, CRM integration- Highlight opportunities in a graphical format- Give them roadmap for qualified opportunities

and the estimated value- Battle test it – prove approach helps to effectively

prioritize opportunities and achieve quota


If you can not measure it, you can not improve it

#4: Closed-Loop Tracking

Tracking against planRefine and

adjust

Opportunity

Tracking

Opportunity

Identification

Source: Lord Kelvin


Case Study: Electrical Manufacturer

• Challenge:• Large portfolio of customers and products• Poor visibility into customer base beyond top 20%• Poor visibility into customer defections

• Approaches:• Initially tried to uncover opportunities manually• Gave sales reps access to data to analyze themselves – low adoption and

utilization• Leveraged Sales Guidance system

• Results:• Automatic analysis for expansion and retention opportunities for each and every

customer• Email delivery of prioritized opportunities to each rep• In first 90 days:

• Revealed $55M in total opportunities• Closed >$2.4M• Performance dashboard for continuous improvement


What We’ve Discussed

• All FOUR ingredients work in concert to help raise Customer Sales IQ

• Science-driven approach can be achieved today• Reliable, scalable and cost-effective• Uncovers opportunities not easily seen

• KISS approach to sales adoption leads to• Measurable increase in sales revenue• Improved customer loyalty and retention• Competitive advantage


Question to Ask Yourself

There are four months left in the year.

What are you going to do differently to improve your Customer Sales IQ?


Take the Next Step

Contact us today to learn more about how Raising Your Sales IQ applies to your business:[email protected]

Raise Your Customer Sales IQ in a Challenging Economy

Technology

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