In a growing business there are 2 elements that you'll never have enough of: money and time. And where most young businesses jump into this gap by selling more products (or trying too), they often don't realise there's money seeping away at the back-end. So that means action! That means doing something to make sure that you've not only got the highest possible sales conversion but also the lowest operational costs possible.

1. The QUALITY of SALES versus COST
CHALLENGE
And how to WIN at it
Linda Coussement
www.fromstartuptogrowup.com

2. About Me...
...Doing Business (and Sales)
• And finally into From Startup To Growup...
• From hardcore salesjobs...
• To 2 years in a brand new sustainable startup...
• And 8 years of corporate consultancy...

3. How to make sure your conversion rate stays
consistent (or goes up)...
...but your costs of sales go down?
As your business grows...
Mo’ Business...
...Mo’ Problems

4. A Solid...
...Foundation
Why:
• Apart from the obvious...everybody
understands who your customer is and
what they want
How:
• Everybody starts with sales (even the
non-sales people!!!)
• Continuous training and coaching on
product specifics and sales skills for
sales team
But...everybody has their own methods for the administrative part of
sales (post-its, xls-lists, ‘remembering’ etc.)
Everybody
has sales
skills and
experience

5. Why:
• Secure the sales ‘hooks’
• Instantly recognize the customer
How:
• Find the right (CRM) tool for you
• Log every customer contact (mails, calls,
meetings etc.) consistently
But...you’ll still have to somehow remember when to follow-up on
your customers
Your Business’ Brain...
...in the Cloud
ALL relevant
customer data
is ALWAYS
available

6. Why:
• Get automated triggers and never forget a
step
• The same heartbeat for every lead
How:
• Align your CRM with an automated
workflow management method/tool
• Work from just 1 dashboard
Order...
...I Need Order!
A monkeyproof
flow through
the process
Example:
Receive
lead
Create
proposal
Follow-up
proposal
Lead
won/lost?
1 day 3 days 5 days

7. The Highest Quality...
...for the Lowest Costs
Everybody has
sales skills and
experience
ALL relevant
customer data
is ALWAYS
available
A monkeyproof
flow through the
process
Your
perfect
recipe

8. Any Questions?
More like this and startup freebies on:
www.fromstartuptogrowup.com
(or come find me later)

9. A Quick...
...Peek
New
Opportunity
Refine the
details
Follow up in
your tasklist