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eWomenNetwork
Strategies for Managing Your Sales Activities
Presented By:
Misty Khan
Advena Artemis
Friday, April 9, 2010
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Presentation Outline
• Background• Establishing Goals• Sales Process• Outlook Tools• Outlook Add-in Tools
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Background
• Native Houstonian• Engineering/Environmental Management• Sales & Business Development Consulting• Artemis – Consulting / Needs
Assessments, HuntressPro software• Aerospace, Petrochemicals, Energy, IT,
Entrepreneurs
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Establishing Goals• Have you established annual goals?
• Are they measurable?
• What KPIs do you track to measure goal achievement?
• How do you generate KPIs and where do you store the data?
• How often do you look at KPI data?
• Average monthly revenue of $10,000
• Add 4 new retainer clients (1 per quarter)
• Obtain 90% on time delivery
• Reactive: Monthly Revenue / Proactive: Revenue Forecasting• Reactive: Client report / Proactive: Prospecting activity tracking
• Average monthly projected revenue• Average number of contacts per week
• Pipeline spreadsheet / Excel• Journal entries / Outlook or any CMS
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Sales Processes
• Where do you get your leads?– Networking meetings, social media, client
referrals, direct mail, cold calling, etc.
• How do you follow up?– Email, hand written notes, phone call,
LinkedIn invitation, Newsletter addition
• How do you qualify a lead?– Pain with current situation, new goals,
established budget, target market matrix
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Basic Software Tools
• Outlook Folders – Inbox, Sent Items, Contacts, Calendar, Tasks, Journal
• Inbox/Sent Items – Activities tab
• Contacts – Follow Up Management
• Calendar – Schedule tasks, Color Code, Billable hours & mileage
• Tasks – Franklin system mapping
• Journal – Activity Tracking
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Add-In Tools
• Simply File (organize email)
• HuntressPro (manage follow up activity, forecasting)
• TwinBox (merge Twitter with Outlook)
• NutShell Mail (manage multiple email and social media accounts)
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Links: Revenue Forecasting
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Links: Prospecting Activity Tracking
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Links: Number of Contacts per Week
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Links: Today’s Call List
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Links: Color Code
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Link: Billable Hours
Arrow-Tip #13 Can Outlook Help Me Track Billable Hours? http://arrow-tips.com/archives/130
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Link: Mileage
Arrow-Tip #30 Using the Outlook Calendar to Record Mileage http://arrow-tips.com/archives/340
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Link: Franklin System Mapping
Arrow-Tip #28 Using Outlook to Help Achieve Your Personal and Business Goals Part III http://arrow-tips.com/archives/305
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Links: Activity Tracking
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Questions