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DataRoomSales - Prezi
Transcript of DataRoomSales - Prezi
HighQ Data Room
To increase pure HighQ Data Room revenue to £3-4m in 3 years.
HighQ Data Room Sales Conversions to be the leading source of non-legal Recurring Revenue
To be added...
Sales Strategy 1 Region 1
Strategy Split in to Regions / Years / Accounts
Region 1 – EMEA Year 1 Focus on Revenue in Mid Markets – Awareness in Bulge Brackets
Put Regions 2 and Regions 3 into Prep Mode (need to do this to scale)
Region 1 Sales Strategy 2 Banks
Mid Market Targets: Year 1
Dominate Evercore / Moelis / Lazard
Organise Ipad Mini Demo’s all Mid Market accounts not yet covered (Catalyst, Cavendish, Strata etc)
Continue to develop profile – Target Number of meetings per week across the team ?
Secure some business but primarily year 2 revenue
Sales Strategy 1 Law Firms
Law Firms – Collaborate Clients - Integrated Approach
If we can unlock this puzzle it could prove to be the most effective Revenue Stream. For HighQ and HighQ’s faster entry into new markets
Law Firms – Non Collaborate Clients - we approach them for VDR through the business (success already with this approach ie Gordons)
Sales Strategy 1 Corporates
FTSE350 – this is our focus to win business
FTSE100 – Revenue later. Brand Awareness Model. Get on approval lists for pitch opportunities.
Lead times are still likely to be longer than Banks or Law Firms
Sales Strategy 1 Regions
Focus on specific Regions but covered by London based reps : In Order:
1. Benelux – Nawida
2. Scandinavia – Rep 2
3. Turkey – Rep 3
HighQ Data Room Sales Methodology
Specific Profile of a Data Room Rep
Sales Methodology – Account Development
Sales Methodology – Regional Market Development
Sales Methodology -1
Manager plus Reps – Each Rep with Account and Territory Allocation
Manager = Player / Coach with Own Number
1 Meeting Booker
Defined Sales Week Plan
Reps – 12 Meetings Per Week
Develop your Category A’s – 800 people = 80 A’S
80 A’S = 80 X 8 = £640,000
Sales Methodoloy 2 - Example Reps Week London
Sales Methodology 3 - Example Meeting Plan
10 Minutes Rapport Building
15 Business Discussion
How many Data Rooms do you do in 1 year
Can you give me a deal
Test Questions (can you send me a comparison sheet)
Fill out Account Map
5 Minute Summarise
Sales Methodology 4
Closing Checklist – Standard Way to close deals
Who to Lunch
Who to Invite to Drinks