Sales Battlecard Components

A Sales Battlecards usually is based upon a comprehensive, expert analysis of a competitor’s product portfolio, technological capabilities and its announced product roadmap.

To make your battlecard as comprehensive & to the point, I recommend keeping these 7 points in consideration while creating a battlecard :

1. Company Snapshot :  An Overview of competitors’ financials, recent announcements, etc.

2. Organization Profile : Organizational structure, sales organization, key partnerships, etc.

3. Solution Strategy : Insights on how competitors are approaching the market, what their objectives are, and how they plan to achieve them.

4. Product Features and Momentum : A description of the competitor’s products, announced product roadmap, and key technologies.

5. Sales Messages : A description of sales messages and tactics used by the competitors.

6. How to Sell Against Them : Key positioning points when selling into Business and Technical.

7. Point / Counterpoint : Sales ‘attack’ messages that the competitor will likely use against your firm and ‘defend’ messages for sales teams to use to address the issues raised by the competitor.

8. Recommended Tactics :  Overall recommendations for how best to approach situations when selling against competitors to maximize your win rate.

If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com 

Sales Support Metrics

Measuring Sales effectiveness is a critical component of a Sales leaders goals, so I have listed down some metrics that will be useful to make sales measurement more heuristic.

1.Total Pipeline Volume : One of the most easy & straight measurements, measuring pipeline volume from a lead, this component gives you an idea of how big is the sea actually.

2.Time to Close : This is the next level of the conversion rate is the conversion time, or how long it takes you to move from the initial acquisition of the lead to closing the deal.

3.Opportunity Profitability Value : This helps you determine how much that lead may ultimately be worth to you and your company. so you would need to do the math like this

((Deal Value for Qualified Lead) x Customer Retention Rate) x Average Conversion Rate

4.Win Rate : This is the percentage of leads that convert to actual sales.

5.Referrals : Referrals are a key source of income for many businesses, and you ought to be finding ways to track when a lead originates via another person.

6.Retention Rate : It’s important to know how long your customers stick around once you’ve got them.

7. Transaction Value : This involves in taking the total value of all of the sales and purchases by a single customer in a fixed timeframe, and dividing that by the number of purchases they make overall.

8. Cost Per Lead : Assessing the cost per lead means identifying the the total investment in translating that opportunity to a win.

If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com

Solution Design Basics

A solution design document allows you to visualize how the project is linked up & how it will work for the client, it usually comprises of a series of diagrams and flowcharts,that show each relationship clearly.

1. In order to do that you would need to create a rough outline of what the project would look like, so that the tasks gets clearly defined.

2. Make sure that your documentation is clear & concise and that they can minimize questions that cause delays, assumptions that cause confusion, and errors that cause rework.

3. A Good solution design must tell the developer everything he is supposed to program or build right down to the module title font, hyperlinks, and navigation of all buttons or other click able objects.

If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com