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Experts in Revenue Growth

Sherri Sklar Strategies

Sherri Sklar Strategies

We are experts in growing revenue by optimizing all aspects of the organization that can contribute to revenue generation. Our in-depth knowledge of sales, marketing and business development—gives us the power to effect maximum positive change. Our expertise is second to none. We’ve lived it, struggled with it, and experienced what works and what doesn’t work, ultimately triumphing with our approaches.

What sets us apart from all others is our game-changing strategies to open new sources of profitable demand, create a customer-centric sales culture with full cross-functional buy-in among all senior executives in the company, and our ability to go beyond the traditional, tapping into new sources of revenue from all corners of the organization.

What is the health of your revenue-generating organizations?

How are you doing compared to your competition? Compared to market opportunity? Have you started to lose your position in the market and have not yet figured out why?

Are you wondering why you are trailing behind the competition? Or wondering how you can achieve market leadership and outpace your competitors?

Do you have a really big opportunity in front of you that you must make sure you win?

How is Your Business Doing?

CEO’s have told us and we have personally witnessed . . .The traditional sales approach organizations have been using that has always worked well in the past is just not cutting it today.

It takes a ‘revenue innovation process’™ to generate new demand previously unforeseen and to capture more customer mind-share and budget-share than everbefore.

It takes an integrated sales, marketing and business development lifecycle where key inflection points and hand-offs are coordinated to maximize performance across the organization.

It also takes a metrics-driven operating model geared for best-in-class performance.

And today, more than ever, it takes a customer-centric sales culture that can mean the difference between winning and losing a deal.

What Will It Take To Win?

Business Development

Innovation

Analysis & Strategy

Incentives & Communication

OEM , Private Label,

Franchise Opportunities

Alliance & Partnership

Program

ChannelOptimization

Sales Innovation

Sales Analytics &

Strategy

High Performance

Sales Environment™

Social Selling

Inside Sales

Sales PerformanceManagement

Sales Intelligence

Using proven methodologies, our services encompass the following areas:

Sales Infrastructure

We Are Innovators in Revenue Growth Strategies

Marketing

Innovation

Analysis &

StrategyCustomer Retention & Growth

Lead Genera

tion

Conversion

Engagement

Sales Enableme

nt

Attraction


Marketing

Innovation

Analysis &


Lead Genera

tion

Conversion

Engagement

Sales Enableme

nt

Attraction

Your customers are being literally bombarded by an explosionof social media, content management, and a never-ending onslaught ofvarying forms of outreach. You are on this treadmill where one competitor is tryingto outdo the other. A whole lot of marketing dollars are being spent on tactics.But where will the real leap forward come from?

It’s not going to come from playing the same game everybody else is playing.

At SSS, we are game-changers. The strategy we help you develop can disrupt markets, single you out as a leader among your competitors, and enable Marketing to be a change agent for revenue generation.

Marketing, done this way, can be the make-or-break factor in how companies win.

Marketing

Innovation

Analysis &

Strategy

Customer Retention & Growth

Lead Generation

Conversion

Engagemen

t

Sales Enableme

nt

Attraction

Marketing as an agent of change for Revenue Generation, can be the driver of unprecedented levels of demand in a way that others in the market are missing.

Key to winning big in this process is an effective analysis and strategy, including:

- Market research- Lean customer development- Competitive analysis- Opportunity Demand Chain Growth Matrix- Market Landscape Matrix- The importance of a well defined:

- Vision - Value Proposition- Mission - Messaging/Positioning- Values - Branding- Corporate Image

At heart of it are analytics and metrics, and our touchpoint framework that continually keeps the Marketing strategy fresh with innovative sources of profitable revenue.


Marketing

Innovation

Analysis &


Lead Genera

tion

Conversion

Engagement

Sales Enableme

nt

Attraction

Attraction is good old fashioned awareness building—but we do it with a twist. PR, Word of mouth, and reach marketing are toolsto drive more awareness. For example, press mentions, credibilitypieces such as articles, speaking engagements, viral videos anddigital advertising can all be great tactics to increase Attraction and awareness. Other ways to attract new customers can simplycome from opt-in strategies on the web, social media sites, or viamobile outreach.

The twist—and what we do differently than just about everybodyelse—is tying this very essential tactical step into the revenuegeneration demand profiles you build in the Analysis and Strategy Stage. In this way, you are getting the precise message to the preciseaudience at the precise time, attracting a greater more qualifiedaudience.


Marketing

Innovation

Analysis &


Lead Genera

tion

Conversion

Engagement

Sales Enableme

nt

Attraction

Engagement is when you can attract a customer toengage with you requiring some interaction. Typically,This could include getting the target to engage with you viaa webinar, or download a piece of content, such as a white paperor case study. It could include looking at videos, viewing ademo, or joining a community discussion.

Other communication, such as just-in-time welcome emails and follow-up messages after each touchpoint—inspires, motivates, and continues to add value—all of which keep the customer coming backfor more.

Which means greater customer mindshare. Whichmeans eventually the opportunity for greater customer wallet-share!


Marketing

Innovation

Analysis &


Lead Genera

tion

Conversion

Engagemen

t

Sales Enableme

nt

Attraction

One of the biggest ways to convert prospects into customersis through excellent content. Sending targeted content to a targeted market segment can be a powerful way to getpotential customers to buy, especially by providing credibilitypieces such as case studies, white papers, customer testimonials.

Another key way to convert customers at this point, is to workclosely with either Inside Sales, Direct Sales, or Channel Sales to convert the customer via a personal conversation. Maybe it’sa Chat Line on your website; maybe it’s a new way to interactwith the customer via texting or mobile interaction. Maybe it’s aphone call, fax, or perhaps an innovative attention-getter thatsales and marketing can come up with together—to directlyconverse with that customer.

Best practices in converting a lead into a sale requires goingbeyond the traditional, beyond the definition of what Marketingtypically does—and has Marketing working together with Sales on out-of-the-box methods that work to convert leads into sales.


Marketing

Innovation

Analysis &


Lead Generation

Conversion

Engagemen

t

Sales Enableme

nt

Attraction

What does Marketing do to generate new and tangible leads?Events—both online and off—content, campaigns that are designed to inspire, capture the imagination, and tap into an existingneed—are great ways to attract and nurture a potential customer to become an actual lead.

Analyzing the specific demand chain target, and monitoring prospect engagement throughout each stage of the marketinglifecycle, is absolutely critical to generating warm leads thatare ripe for either Inside Sales, or even Direct or Channel Sales.


Marketing

Innovation

Analysis &


Lead Genera

tion

Conversion

Engagement

Sales Enablement

Attraction

Marketing can and should play a very significant role in helping sales become more effective, by producing material to help sales do its job better.

How does Marketing make itself indispensable to Sales and Business Development? First, by creating an ongoing lock-step alignment between Marketing and Sales, and next by delivering really valuable information, sales tools, market and competitive information, easy to use powerpoint presentations, and content geared to help sales with specific industries, segments, and accounts.


Marketing

Innovation

Analysis &

StrategyCustomer

Retention & Growt

h

Lead Generation

Conversion

Engagemen

t

Sales Enableme

nt

Attraction

Marketing is the energy that keeps customers engaged,keeps them updated and knowledgeable about the valuethe company delivers, and finds new ways to reinforce why the customer should be doing business with the company.

Many tactics can be used such as welcome, confirm, and reward messages—for those who have chosen to subscribeor engage with the company. To re-engage customerswho haven’t made a purchase for a period of time, we work with our clients to provide new incentives to try somethingnew or grow from what they already have.


Sales Innovat

ion

Sales Analytics

& Strategy

High Performance Sales Environment™

Social Selling

Inside Sales

Sales Performa

nceManage

ment

Sales Intelligen

ce



Sales Innovat

ion

Sales Analytics

& Strategy


Social Selling

Inside Sales

Sales Performa

nceManage

ment

Sales Intelligen

ce


In today’s economy, with the rise of the well-educated, andwell-informed customer, and with the power thesecustomers now have thanks to social media and thewealth of information on the internet, the whole valueof the “sales rep” has been called into question.

The old “solution” selling model often doesn’t apply, and now there’s a need for reframing the value the sales organization can bring to the table.

Now more than ever, sales organizationsneed to figure out how they canmake a difference in the lives of their customers. How can they set themselvesapart from the competition and howcan they add value?

At SSS, we’ve got the metrics-driven, performance focused formula--easily customizedto your environment--that will deliver this level of value and enable you to optimizerevenue growth. You can make a huge difference . . . just in the way you sell!


Sales Innovat

ion

Sales Analytics &

Strategy


Social Selling

Inside Sales

Sales Performa

nceManage

mentSales

Intelligence



One of the most important thingsyou can do to optimize your salesoperation is to do an assessment:what’s working and what’s not working?What do your customers say? What doyour salespeople say? What are theexecutives saying? Is your forecastreliable, or do you have tomicro-manage it as the only wayto understand what’s real?How much “fluff” is in yourpipeline? Do you have theright people doing the right things?

How do you compare to Best-In-ClassSales organizations?

Once you take a look at the hard facts, a powerful strategy for Sales emerges.We then take that strategy and bolster it withhelping you gain cross-functional alignment and buy-in from all executives in the company, as well as create a customer-centric sales culture that will out-perform your competition every time.

Sales Innovat

ion

Sales Analytics

& Strategy


Social Selling

Inside Sales

Sales Performa

nceManage

ment

Sales Intelligen

ce


Here we look at how you operationalize Sales.We help you with designing and implementingthe best strategies for:

Territory assignment Quotas Teams Hunter/Farmer distribution Sales Operations

Reporting Meetings Travel Incentive Trips and Planning And more!


Sales Innovat

ion

Sales Analytic

s & Strategy

High Perform

ance Sales

Environment™

Social Selling,

Inside Sales

Sales Perform

anceManage

mentSales

Intelligence



Sales needs to get the latestand most insightful intelligenceon the competition, industryknowledge, and account information. Someor all of this can come from Marketing, whilesome can come from Sales and Business Development.

In addition, Sales also needs to haveits own repository of knowledgemanagement tools that provideson-demand access to best practices,scripts, model letters, model Action Plans, model competencystatements, Impact Trees®, capabilitystatements, Account Planning tools,Opportunity Identification tools, NeedDevelopment tools, ImplementationPlanning tools, and many other key knowledge tools.

We have extensive experience implementingknowledge tools and sales intelligence that empower Sales to have the insights and knowledge needed forbuilding a trusted-advisor relationship with your customers.

Sales Innovat

ion

Sales Analytics

& Strategy


Social Selling

Inside Sales

Sales Performanc

eManageme

nt

Sales Intelligen

ce



How are you motivating, inspiringand getting people to perform insynch with not only your Sales strategy,Goals, and Objectives but also yourCompany goals and objectives?

Here, we look at ways to impact performance such as with: Incentives Rewards Compensation plans Gamification

strategies Contests Kickoffs Meetings Motivation Performance reviews Development plans

Too many incentive vehicles leave so much opportunity on the table, or are ineffective either because each one was done in a vacuum, or not tied to the overall vision, mission, values and goals of the company and/or function within the company.

We are passionate about the use of metrics and incentives to guide expected behavior in a way to reliably produce expected results. And our plans and programs produce the results you want!

Sales Innovat

ion

Sales Analytics

& Strategy


Social Selling

Inside Sales

Sales Performa

nceManage

mentSales

Intelligence



A classic challenge most salesorganizations struggle with ishow to handle lead generation:Should there be an inside salesteam? Should there be a telemarketing versus a telesales team?Should we outsource this function, is it worth the money, and is anybody really good at it?

Regardless of which route you take, the management and leadershipof this effort needs to be carefullyconsidered.

And before you do anything, think about the values your organization stands for, the culture you want to establish, and the critical lock-step alignment between Marketing, Sales and Business Development that must occur for maximum results.

This is one of the many things we do best. This is one good reason you should be bringing us in to help you navigate this process.

Sales Innovat

ion

Sales Analytics

& Strategy

High Performance Sales Environm

ent™

Social Selling

Inside Sales

Sales Performa

nceManage

mentSales

Intelligence



Did you know that 55% of B2B survey respondents search for information on social media? * And that 70% of the buyer’s journey is complete before it gets to sales?**

* Business.com **SiriusDecisions

IBM reported a 400% increaseIn sales in the first quarter, 2013 tied to a pilot program of social selling. Of over 1000 global buyers, 1/3 used social media to engage with their vendors. And 75% said they were likely to use social media in the purchase process in the future.***

InsideView says, “conversations occurring within social media have become more influential to the buying decision than traditional sales and marketing tactics…the customer now has the means and networks to get what they want and formulate their opinions—without the company or the sales person. Social selling is based on this new reality.”

***InsideView

Our workshops and coaching empower your people to engage more effectively with greater results than leaving this up to each salesperson to figure out on their own. Tool training is not enough. Your organization needs a well-defined social engagementstrategy; social selling is a part of that strategy.

Cool Facts

Sales Innovat

ion

Sales Analytics

& Strategy

High Performance Sales

Environment

®

Social Selling

Inside Sales

Sales Performa

nceManage

ment

Sales Intelligen

ce



In our opinion, the best sales methodology in the world is from our partner, Adventace. As a licensed and certified practitioner of the method, together, we help Sales Executives Create the High Performance Sales Environment (HPSE)®. An investment in creating your HPSE® means consistent sales, sales management, and executive processes, methods to develop skills across the organization, effective tools, and common terminology, thus enabling executives to continuously monitor and direct the sales operation top-down.

By implementing the HPSE®, we have seen improvements typically reflecting 647% Performance Improvement Contract Size Increases of 4X-10X 575% no-fluff Pipeline Increases Shortened sales cycles and Numerous Multi-Million Dollar Wins

Are you hiring the right people? Do you know howto let go those that are not the right fit? Do you have a good On-Boarding process? Do you have a consistent, metrics-based process to manage and win opportunities? Do you have an integratedprocess, tied to your opportunity and people management process, that optimizes both your pipeline and your forecast?

Winging it without some kind of a sales process can be devastating. But sometimes sales methodologies can be too rigid, and the sales force rejects its use. Sometimes sales training programs and well-intentioned sales processes are not comprehensive enough, becoming the latest sales program to die an ugly death without any results to show for it.

We have been told by our clients, we are the only one out there, that “sticks”; we become a part of a living, breathing process within the company that ends up sustaining and helping the company thrive and grow.

Business Develop

ment Innovatio

n


Content coming soon!

Contact us about any of these sample hot topics and more:

SalesHiring & Firing How to Handle

Difficult PeopleNegotiating Your Comp Package

Your Sales Team’s Comp Plan

Working with Marketing

Working with Development

Working with Finance

Building a Sales Culture

Building Alignment Across Functional

Lines

Growing & Developing Your

Team

The Importance of Skills Assessments & Developmt Plans

Kickoffs: How to Set the Tone for the Whole Year

How to Design Great Contests

Reward Systems: Gifts or Money?

Leadership Clubs;Advisory Councils

The Ultimate Reward Trip

How to run a Global Sales organization

Sales Operations: Do’s and Don’ts

Managing Up Sales Team Structure &

Territory Allocation

How to set Quotas to Drive

Performance

Sales VPs: The First 90 Days Action

Plan

What to do about Lead Generation?

Why You Should NOT invest in Sales Training (without

an integrated process)

How to Build Killer Sales Managers

Connecting with Your Sales Force

Negotiating Your Best Deal

Sales Training That STICKS

Marketing, BizDev, CultureSocial Selling

and Social

Marketing

How to Use Linked In to

Grow Revenues

How to Use Twitter,

Facebook, Pinterest and more to grow

revenues

Establishing Marketing as a

Revenue Center (as

opposed to a cost center)

The Rise of a More Powerful

CMO

CMO: Your First 90 Day Action Plan

VP, BizDev: Your First 90 Day Action

Plan

Creating a Profitable

Demand Chain

Customer-Centric Sales

Culture

Sales & Marketing Alignment

Web Development

Content Marketing

Creating a Strategic Partner Program

Becoming a Visionary Company

Market Disruption: the Ultimate

Game Changer

Defining Your Value

Proposition

Showing Customers ROI

Making the Deal a No-

Brainer

How to Stand Out Among Competitors

Marketing Strategy 101

Growing Revenues Thru

3rd Parties

Building a Knowledge Repository

How to Make Marketing

Indispensable to Sales

Structuring BizDev Deals

Lean Customer Development