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Building your dream sales team and customer growth strategy
Part 1: The Funnel
© 2014 N-able Technologies, Inc. All rights reserved.
Presented By
© 2014 N-able Technologies, Inc. All rights reserved.
Ali MahmoudN-able Technologies
@alimahmoud_
Sales is the lifeblood of your business
© 2014 N-able Technologies, Inc. All rights reserved.
Sales people are lazy
© 2014 N-able Technologies, Inc. All rights reserved.
Lead Gen
Presentations
Closed Deals
© 2014 N-able Technologies, Inc. All rights reserved.
There is no easy path to successIt’s going to take work
© 2014 N-able Technologies, Inc. All rights reserved.
© 2014 N-able Technologies, Inc. All rights reserved.
Cold Calls 1000
Leads 75 (7.5% conversion)
Presentations 15 (20% conversion)
Attended 12 (80% conversion)
Customers 2.5 (20% conversion)
Sample Sales Funnel
Market SegmentationWho, what, where is a good customer?
© 2014 N-able Technologies, Inc. All rights reserved.
2500+ Enterprise
250-2500 Mid-Enterprise
75-250 Medium
5-75 Small
1-5 Single Owner
© 2014 N-able Technologies, Inc. All rights reserved.
Customer SegmentationWho is a good customer?
© 2014 N-able Technologies, Inc. All rights reserved.
Vertical
Retail Finance Healthcare Law etc
HorizontalABC
ABC
ABC
ABC
ABC
Vertical SegmentationWhat is a good customer?
It’s not about you, its about the customer
© 2014 N-able Technologies, Inc. All rights reserved.
Geographic SegmentationWhere is a good customer?
How to fill the funnel
© 2014 N-able Technologies, Inc. All rights reserved.
© 2014 N-able Technologies, Inc. All rights reserved.
New Customer Acquisition
Marketing Website, advertisements, emails, downloads
Contact Manta, Yelp®, Zoominfo®, Yellow Pages
Social LinkedIn®, Facebook®, Twitter®, Blogs, Forums
List Sources InfoUSA®, Dun & Bradstreet®, Hoover’s®
© 2014 N-able Technologies, Inc. All rights reserved.
Linkedin Premium
© 2014 N-able Technologies, Inc. All rights reserved.
Networking Events
Chamber of Commerce
Business Network International
Entrepreneur’s Organization (EO)
© 2014 N-able Technologies, Inc. All rights reserved.
Customer Referrals
Severely Underutilized
Have your customers introduce you
Warm referral is much more valuable than cold lead
© 2014 N-able Technologies, Inc. All rights reserved.
Share interesting content
Blogs
Case Studies
eBooks
Infographics
Re-share top news
Use proper tools
© 2014 N-able Technologies, Inc. All rights reserved.
© 2014 N-able Technologies, Inc. All rights reserved.
CRM Tools
PSA (ConnectWise®, Autotask®, Tigerpaw®)
Salesforce.com®
Microsoft® CRM
SugarCRM®
© 2014 N-able Technologies, Inc. All rights reserved.
Phone BurnerPredictive Dialing System
50 dials in a couple hours
5 May pickup
Rest you can leave an automated message and auto-dial the next person
© 2014 N-able Technologies, Inc. All rights reserved.
It’s a Numbers Game
Daily 50 dials = 3.75 leads = 0.75 presentations
Weekly 250 dials = 18.75 leads = 3.75 presentations
Monthly 1000 = 75 leads = 15 booked presentations
Quality leads = quality presentations = closing more deals
© 2014 N-able Technologies, Inc. All rights reserved.
Use your experience
Where have your leads come from?
Was it all referrals?
Which customers gave them?
How many turned into presentations?
How many turned into business?
© 2014 N-able Technologies, Inc. All rights reserved.
Summary
Define the funnel
Define the customer
Use proper tools
Provide Great Service
Automation Manager
Help Desk Manager
ReportManager
Remote Control
Manager
Build Recurring Revenue
SecurityManager
Backup Manager
Patch Manager
Audit Manager
Mobile Manager
N-central® RMMAn MSP’s complete toolkit
© 2014 N-able Technologies, Inc. All rights reserved.
Legal Information
The N-able Technologies and N-central trademarks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.
© 2013 N-able Technologies, Inc. All rights reserved. © 2014 N-able Technologies, Inc. All rights reserved.
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