Key Roles for a Pain-free Holiday
Paul Higgins
Unlocking $50K+ Deals for SaaS Consulting Partners | 3-System Framework | Global Mentor Living Downunder
In this edition, we tackle a common dilemma for tech consultants: how to truly disconnect during the holidays without jeopardizing business operations. Also, enhance your sales strategy with our Sales Interview Playbook, packed with questions to evaluate your performance and drive peak results. Plus, discover the PITA model, a proven formula from the Coca-Cola Company for smarter revenue generation, adapted for tech consulting.
On the Podcast
Struggling to switch off during the holidays? You're not alone. Many tech consultants face the challenge of stepping away from their business without facing repercussions. In this episode, I dive into a simple yet effective three-step process to help you delegate and build key roles within your business. No more missed holidays or a dry pipeline upon your return.
Added Value
You know sales are the lifeblood of your business, but when was the last time you assessed your performance or that of your deal??
This Sales interview?playbook?gives you the questions you should ask yourself or your team to assess peak performance.?
Last Week's Posts
A few words from me...
We are in a tight economic cycle, and easy revenue is hard to come by. You have to work smarter, and this formula will help. I learned it at the Coca-Cola Company back in 2001.
It is called the PITA model.
P = Population: How many people visit a certain premise?
I = Incidence: What is the percentage of people that drink Coca Cola in the premise?
T = Transaction: How many units are drunk on average?
A = Average Profit: What is the respective profit for each unit? We would apply the formula to look at incremental ways to improve the revenue.
领英推荐
For example:
P = Run local marketing to drive more foot traffic
I = Improve the display and location of beverage images on menus
T = Upsize deals
A = Combo deals
So, how does this relate to you?
Let me give you an example of a Zoho developer I work with who wanted more revenue from his existing Zoho partners.
We created a spreadsheet with all the partners down left and the PITA across the top. We examined each variable and how to increase it for that specific client.
For example:
P = Introduced my services to some of his clients to help them bring in more clients
I = Looked at the frequency of development services purchased and spoke to them on reasons for low frequency. Many were gaps in communication that were easily fixed
T = Looked at what type of development services were purchased and realized they were not consistent in offering the services to all
A = Addressed low-priced clients on historical deals and agreed to price increases
It gave my client a framework to analyze and implement targeted strategies to improve revenue.
How could you use the PITA model in your business?