GCE Process: Revenue Enablement

Sea of mediocrity 

Establish a baseline and sets the foundation for why the strategies and tactics I’m suggesting will create a high performing team attaining/exceeding revenue goals. Over the course of the last eighteen months, the number of touchpoints needed to yield responses increased from an average of 6 to an average of  12. In that same period, the average response rate decreased from 22% to 11%, while the overall conversion to meeting declined from 3% to 1.5%. Studies have shown that 80% of sales are made on the fifth to 12th contact.

• The average office employee receives 121 daily emails - SalesLoft

• Sales teams experience a 22% annual turnover – Accenture Interactive

• Only 20% of Sales leaders time is spent helping their teams sell – CSO Insights

• 60% of Sales Leaders find that lack of proper tools lengthens sales cycles – CSO Insights

• 65% of a salespersons time is spent on non-selling activities – CSO Insights

• 88% of salespeople can’t find sales materials in their smartphone - CSO

• 70% of sales reps don’t validate prospect interest during the sales cycle – CSO

• Sales reps spend on average 440 hours per year searching for the right content – Aberdeen Group

• 65% of marketing content is not used by sales – Sirius Decisions

• 90% of B2B sellers don’t use sales content because it is irrelevant, outdated, and difficult to customize – Forrester

• 93% of organizations don’t track content used by sales reps – CSO Insights

• 55% of sales content is created by sales rather than marketing – CSO Insights.

Revenue Enablement: Foundation for Success

GCE Strategic Consulting offers advisory and implementation services to  B2B companies to realize a predictable, repeatable, scalable, and profitable revenue stream.

Sales

• Process

• Methodology

• Enablement

Marketing

• Campaigns

• Content

• Awareness

Customer Success

• Retention

• Expansion

• References

Strategies:

Develop key performance objectives

Create, deploy, and manage a complete revenue process from Suspect to Sale for each revenue stream.

• Customer acquisition, account growth, and retention

• Resource sourcing, assessment, onboarding, and training – sales, marketing, and customer success - to attain revenue plan

Develop the Ideal Customer Profile

Identify your happiest existing customers

• Prioritize customers that will stay with you

• Identify key buyer types – decision makers – and create buyer personas

• Your ideal customer profile should dictate how you improve the product or service you offer, the wording your sales and marketing teams use towards prospects and customers and how, when and where you try to reach them.

Customer Acquisition Growth

Identify target market for new customers

• Develop and deploy upsell and cross sell programs

• Identify selling channels

  • Internet

  • Inside

  • Field

  • Channel

  • Mix

• Develop and deploy prospecting programs

  • Inbound and Outbound

Importance of Marketing

On Average, buyers are 67% through the buying decision before engaging a sales rep. Building in marketing strategy will help attract, engage and convert prospective customers into sales leads for your team to work towards turning into revenue for your business.

• Brand Awareness

• Lead Generation

• Content Development