Friday, 24 November
Today's Topic
Strategic Account Planning: Q1 Focus

Skill + Do

Don’t let December be a total washout of parties and coasting; pay attention to your Q1 today by reviewing the numbers that matter. Start with your sales call volume.

Numbers….big data….the cloud….yada yada yada. Business cliches and jargon are everywhere, and sometimes it gets a bit silly, but the fact is, facts matter.

Numbers are facts. And CRM data can be your friend or a tangled mess of what-the-heck-does-it-all-mean?

The number that you need to be constantly monitoring is how many customer interactions you are having. This is defined as a meeting when real business is discussed (not a ballgame); it is a pitch meeting, a "sales call," or a "proposal presentation." It’s an event when business is being conducted face to face. (In every other communication mode, you don’t possess comparable selling leverage, so you need to be strict about how you define "customer interactions.")

While other numbers like close-rate, pipeline size, opportunity size, and close rate cross-indexed against opportunity size – – while all those numbers are helpful, you must stringently monitor your sales call volume. Taking it one step further means dividing your list of prospects amongst these categories:
1. KDMs (Key Decision Makers),
2. Influencers, and,
3. Quiet Observers who can’t do crap for ya (yes, it’s a client profile).

If you can calculate how many interactions you have against each customer type, then your layered analysis, including opportunity size, win rate (closed-won), etc., means something that can help you strategically.

Don’t let December be a total washout of parties and coasting; pay attention to your Q1 today by reviewing the numbers that matter. Start with your sales call volume.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

Read More

"I come from Wall Street, and you’ll never see me do a PowerPoint because I’m all about Excel spreadsheets. If it’s not in the numbers, I don’t care how strategic it is; it doesn’t play out." Safra Catz

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