Post on 22-Oct-2014
description
Sales Enablement “The New Discipline”
Ken Powell VP - Worldwide Sales Enablement
Today’s CRISIS The Revenue Abyss Is Upon Us
2009-2011 Sales Performance Optimization Report
2008 2009 2010 Increasing Revenue Targets 85% 85% 92% Sales Reps Making Quota 58% 51% 59%
2000 Companies Surveyed Across Multiple Industries
Today’s Shift A Revenue Focus Like Never Before
Trend 2 The Marketing Shift
Trend 1 The Boardroom Shift
Trend 3 The Executive Shift
Compliance To Revenue Brand To Leads CSO/CMO To CRO
The Conference Board February 2010 Top CEO Challenge: Revenue Growth
The Emerging Need Revenue Performance Management
Marketing Sales
Old Paradigm
Cost Center Revenue Center
Sales Funnel
Track New Prospects Track Closed Deals
Largest Expense
>40% Of Revenue Is Sales & Marketing
The Emerging Need Revenue Performance Management
Marketing & Sales
New Paradigm
Predictable Revenue Engine
Buying Funnel
Predicting, Tracking & Planning For Revenue Attainment By Expanding The View Of The Funnel
Largest Expense
>40% Of Revenue Is Sales & Marketing
The Emerging Need Revenue Performance Management
2010 Revenue Performance Management Whitepaper
Remove The Silos
Profile Customer Information & Behaviors
Guide Through Buying Process With Right Messages To Right Channel
Measure & Benchmark Along The Way
The Emerging Need Growing Revenue In Simple Terms
Get More Qualified Stuff Inside
Make The Stuff Inside Move Out Quicker
Make The Stuff Inside Bigger
The Emerging Need Growing Revenue In Simple Terms
Option #1
Get More People To Distribute Your Solutions
Option #2
Make The People Who Distribute More Productive
The New Standard In Selling
More Sales Faster Pace Less Cost Sales Productivity Programs
Sales Organizations That Optimize Their Sales Processes Significantly Outsell Competitors, Achieving Sales Performance Edges Such As….
Increasing Quota Attainment, % Of Reps Making Plan, Win Ratios, While Reduce Sales Turnover
The Revenue Answer An Increased Need For Productivity
Agricultural Age Farm Worker
Strategic
A Look Back The Evolution Of The Worker
Commoditized By The Cotton Gin
Industrial Age Factory Worker
Commoditized By The Assembly Line
Information Age Knowledge Worker
Commoditized By The Internet
Connection Age Communication Worker
Empowered To Lead Change & Bring Insight
Automation Leads To Productivity & New Skills Become More Important
Eliminate Non-Strategic Tasks & Focus On What’s CRITICAL
Yesterday
Toda
y
A Look Back The Evolution Of The Worker
What Happened To The Knowledge Worker? Information Is A Commodity
Focus Is The Issue
Do More With Less Is Common
What Happened To The Sales Person?
2008 2009 2010 >6 Month NH Ramp Time 72% 73% 77%
The Path Forward Revenue Acceleration Through Productivity
Who Do I Call? What Do I Say?
What Do I Sell?
Call Them!
Say This! Sell That!
The New Standard In Selling Step 1: Buyer Focused Sales Model
Featured By Sales Executive Council: April 2011
FAB Benefit Focused
Dialogue
SPIN Value Of
Questions
Conceptual Understanding
Needs & Differentiation
Strategic Complex Sales, Multiple Buyers
Selling The ADPway
1980’s Through Early 2000’s Today
Create Change, Focus On Results, Align With Buyer
The Revenue Answer Sales Enablement - Organizational Overview
The New Standard In Selling Step 2: Buyer Focused Sales Readiness
Targeting
Predictive Analytics
Segmentation
Lead Center Programs
Lead Optimization
The Revenue Answer Sales Enablement - Organizational Overview
Inbound Routing
Lead Qualification
Nurturing
Profiling
Self - Service
Campaigns Measurement Digital
Campaign Closeout
Revenue Impact
SEO/SEM
Social
Web
Planned Priorities
Trigger Events
Tools
Market Intel
Call Planning
Analysis Guides
Dynamic Content
ROI
References
Demonstrations
Messaging Comp. Intel
Sales Effectiveness
Power Positioning
Conversation Scripts
Objection Handling
Solution Positioning
Proposal Content
Internal CI Portal
Field Inquiries
Social Collaboration
Win Loss Analysis
Forums & Podcasts
Intelligence Tools..
1. Overview 2. Conversations 3. Solution Matrix
70% Year-Year Improvement In Sales Cycle Time For Businesses That Invest In Sales Tools
The New Standard In Selling Step 2: Buyer Focused Sales Readiness
The Revenue Answer Sales Enablement - Organizational Overview
The 1st Sales Call
Recognize Needs
Explore Options
Loosen Up The Current Approach
Buyers Question The Status Quo
Define Criteria
30%-60% Opportunities Lose To Status Quo
Evaluate Options
Validate & Select
Negotiate Terms
Implement Solution
Measure Impact
Executive Overview
Cycle & Enabling Tools, Campaigns & Effort Are Reduced
Pushing These 3 Stages Earlier In The Demand Cycle Drives Sales Productivity
The Revenue Answer Sales Enablement – “Guided Path” Initiative Highlight
Into This….
Which prospects are most likely to become clients?
When are clients most likely to buy additional products?
Which solutions are buyers most interested in?
How much would the deal be worth?
Un-Aided Demand Generation Aided Sales Cycle Acceleration
Recognizing Needs Explore Options
The Revenue Answer Sales Enablement – “Guided Path” Initiative Highlight
So As You Leave Today…..
1. Revenue Management Is Key To Sales & Marketing Alignment
2. Increase Productivity, Lower Cost Through Guided Selling
3. It’s All About Connections & Conversations, Everything Else Is Second