Aldo Zaffalon Management Consultant

Copyright Aldo Zaffalon 2016

Building Agile Commercial Teams Design, Implement, Grow, Repeat Aldo Zaffalon Yamatho Consulting


Contents

Who We Are

What We Do

Where We Have Worked

Our Strengths

Sample Engagements

Experience

Perspectives


Yamatho Consulting - Who We Are

▲  We are dedicated to understand your business, and help uncover the shortcomings that limit the sales growth . We help:

ü  We help small/medium organizations address broken commercial processes and unleash their profitability potential.

ü  Provide tools for the sales teams to better manage their time.

ü  Generate commercial data analysis, to identify profitability leakage through broken processes.

ü  Drive sustainable, long term, sales growth models.


What We Do We help small/medium companies increase their profitability by enhancing their commercial processes.

Our Specific Service Offerings include: ▲  Current state assessment:

Interviews Data gathering and analysis Identification of growth opportunities

▲  Tools and Solutions Value Proposition Generation Needs Based Segmentation Sales Funnel Optimization Accounts Planning Value Price

We provide ▲  A range of services designed to

increase sales force effectiveness and time management, including §  Sales funnel optimization, account

planning, account based marketing §  ‘Grounded’ practical and

implementable solutions

▲  We work with you to define, develop and implement


Where We Have Worked We have worked with many B2B businesses. Our expertise is grounded in practical functional knowledge and experience.

Sample Projects Sales Marketing

•  Account Plan Direct Channel

•  Needs Based Segmentation •  Accounts Prioritization •  Coaching for Sales

Managers •  Sales Discount Analysis and

Reporting •  Sales Playbook Generation •  Value Proposition

Generation

•  Value Proposition Generation

•  Product Line Dashboard

•  Strategic Price Setting •  Vendor management •  Discounts Analysis •  Needs Based

Segmentation •  Product Line

Optimization •  Profitability

Enhancement

Commercial, Corporate Projects Marketing •  Segmentation

•  Value Proposition •  Strategy

Implementation

Sales •  Sales Management •  Time Management

Price •  Price Setting •  Transactional Price •  Value Based Price

Extensive Program Management Support – particularly large complex

programs


Demonstrated Success

Results Driven

We are local Innovative Tools

Experienced

Our Strengths


Sample Engagements Process Engagement Sales Funnel Optimization

§  For a manufacturer of industrial equipment, we developed and executed a Needs Based Segmentation, which allows to routinely, group their customers based on their changing needs.

§  We introduced the concept of Account Based Sales to a industrial equipment supplier involved in complex B2B projects.

§  For a heavy equipment supplier, we integrated their strategic plan, with the sales group time management processes.

§  Created an accounts prioritization tool for sales managers to drive sustainable growth.

Sales Management

§  Deployed the Direct Channels Sales Account Plan, to facilitate the management of the sales force of the manufacturer of residential and commercial water pumps.

§  Developed the Accounts Plan Review process, to facilitate the coaching of the sales employees by their sales managers.

Marketing §  Created a Playbook for the sales force, with the intention of providing a portable toolset for the sales engineers to attack complex projects.

§  Generated standard products lines profitability reports, as part of the product lines review process to identify leakage and growth opportunities.

Price Analytics

§  Analyzed two (2) years worth of invoicing data, for a water treatment equipment supplier, a identify broken processes that were limiting the profitability.

§  Addressed order entry issues at a supplier of irrigation pumps. The order entry was affecting the way revenue was allocated in the ERP and impeded proper profitability analysis of the different product lines.

§  Diagnosed and fixed a broken pricing tool that was generating $500K/year in profitability leakage by generating wrong warranty credit prices.


Typical Compliance Approach & Outputs…..

Preliminary Assessment

Consultation Functional analysis Prioritization & planning

Approach to Engagements

Price Analysis Sales Management

Segmentation Funnel Optimization

Our Operating Model

§ Gather data and analyze it

§ What are the pains? § How does it operate? § What system are in

place (interviews)? § Data/info analysis and

report out.

Typical Projects & Outputs

People

Process

Tools

Systems

Gather data

Analysis

Interviews Develop Solutions

Implement


Perspectives on Analytics ….. ▲  For an increasing number of engagements, the development of simple but

effective tools has become a feature of many Yamatho Consulting’s value generating opportunities. Tools are being requested for many different applications – Reporting, Planning, Data Analysis, Segmentation

▲  For Small companies – the development of tracking / management / reporting tools does not necessarily require extensive enterprise wide solutions but in many cases can be done using the advanced functionality of Excel.


Sales Account Planning

•  The client had 75 sales reps across the country. Each rep had a designated region and was responsible for growing the region’s sales. Managers had limited face time with the sales reps.

•  Where the sales reps spending the time at the right customers?

•  How do we know which are the right customers?

•  Were the sales reps implementing the strategic plan?

•  Introduced a monthly top priority account review process

•  Developed account plan template, to be used and updated for manager meetings

•  Created monthly dashboard for priority accounts, with short term goals and timing.

Prioritization Strategy

Account Plan

Situation The Ask What We Did

The Outcome

Account Plan Check List

Case Study 1: Sales Force Time Management


Perspectives on Analytics …..

•  Marketing needed to create a customer segment specific playbook, so the sales force could maximize outcome of each sales force interaction with the customers.

•  Surveyed sales force •  Created segmentation tool •  Processed survey data and

identified segments •  Worked with marketing to create

segment based playbooks

Case Study 2: Needs Based Segmentation

Situation The Ask What We Did

The Outcome

Needs Based Segmentation for Account Based Marketing

•  Create a framework to segregate customers from the same region and industry.

•  Develop a repetitive process to yearly update the framework.


Let us help you increase your profitability!

www.yamatho-consulting.com E [email protected] P 215-359-8640

Aldo Zaffalon Management Consultant

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