Customer Blueprints for Success: Transforming your Sales Organisation - Sales Connect London 2015
-
Upload
linkedin-sales-solutions -
Category
Sales
-
view
634 -
download
0
Transcript of Customer Blueprints for Success: Transforming your Sales Organisation - Sales Connect London 2015
Are you presenting at a breakout session?
Make sure your title slide is the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Blueprints for Success: Transforming Your Sales Organization
Alix Mc Cabe
Global Head of Marketing, CMO, Euler Hermes
Xavier Monty
Social Media Strategy Leader, Sage
Tony Finn
Head of Solution Sales – Northern Europe, Vodafone
Glenda Kirby
Head of Sales Product Consulting EMEA Linkedin
Closer look at Awareness, Education & Reinforcement
Passionate
World Champions
Team Players
Pride
Executive
Sponsorship Education
Measure and
Reinforce
Awareness, Education & Reinforcement
Are you presenting at a breakout session?
Make sure your title slide is the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Blueprints for Success: Transforming Your Sales Organization
Alix Mc Cabe
Global Head of Marketing, CMO, Euler Hermes
Xavier Monty
Social Media Strategy Leader, Sage
Tony Finn
Head of Solution Sales – Northern Europe, Vodafone
Glenda Kirby
Head of Sales Product Consulting EMEA Linkedin
Are you presenting at a breakout session?
Make sure your segue slides are the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Alix Mc Cabe Global Head of Marketing Euler Hermes
Awareness is the first principle of success that will allow you to build a healthy and sustainable social selling program.
Awareness
3 Key Components to Building Awareness
1. Executive Sponsorship + Engagement
2. Targeted Test + Learn
3. Dedicated Resources +
Active Promotion
An Active Executive Sponsor:
• Facilitated Internal Decision-making
• Secured Board Approval and Budget
• Championed Social Selling
Executive Sponsorship + Engagement
Top-leadership Engagement: • Held an Interactive CEO Workshop
• Partnered with Linkedin: Executive Playbook
• Issued a Social CEO Challenge!
Targeted Test and Learn
Pilot
Marketing + Sales Engagement
Geographic Expansion
Dedicated Resources:
• Program Managers
• Strong Communication Plan
• Not Necessarily a Full-time Job
Active Promotion:
• Internal Newsletters and Announcements
• Intranet Site
• Gamification: SSI Contests
Dedicated Resources + Active Promotion
Agent of the month: Regional SSI Figures:
Keys to Success:
• Involve Executives Early
• Leverage Wins to Gain Support
• Shamelessly Promote
• Make Your Program About People
Best Practices To Build and Maintain Awareness
Are you presenting at a breakout session?
Make sure your segue slides are the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Xavier Monty Social Media Strategy Leader Sage
Through consistent education and learning, your sales professionals will instill a social selling culture into their daily sales workflow.
Education
We energize the success of businesses around the world through the imagination of our people and smart technology
At Sage, the social gig is opened to everyone!
Connecting Sage Leaders to the World
Activating 14,000 Social Sellers in 1 Day #Sociable Day
At Sage, we have 14000 Social Sellers!
Sage Social Selling Champions Education
Getting the Leaders Socially active is attracting the right Customers!
Are you presenting at a breakout session?
Make sure your segue slides are the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Tony Finn Head of Sales Solutions Northern Europe Vodafone
Transforming a sales team into a social selling organization requires an adoption plan that is thorough and flexible. Reinforcement through management will be critical for driving accountability.
Reinforcement
Sales & marketing management are entering a new paradigm.
Tony Finn
Are you presenting at a breakout session?
Make sure your title slide is the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Control; Direction; Follow Up
Control – Centre of Excellence (CRM)
Resource and Knowledge
Centre
Direction - Accounts, Leads, Activity (ALA)
Calling Lists / Lead
generation Activity Matters
Follow Up - Turning it into Pipeline
Adam Blackwell 1,950,000€ 6,676,575€ 342%
Awais Ahmed 1,400,000€ 3,265,069€ 233%
David Sims 1,400,000€ 2,135,828€ 153%
Gerard O'Grady 1,400,000€ 1,737,866€ 124%
Graham Foster 1,500,000€ 929,738€ 62%
Huw Thomas 1,400,000€ 3,620,000€ 259%
Jit Mistry 1,500,000€ 920,000€ 61%
Dermot Christie 500,000€ 79,546€ 16%
Follow Up - Navigator is a Privilege – Use IT!
Sales activity & productivity has to increase as there is truly
no place to hide…
Tony Finn
Transform your sales organisation
Awareness
Reinforcement Education
Are you presenting at a breakout session?
Make sure your title slide is the right color.
To swap the slide master...
On the View tab, click Normal.
In Normal View, in the thumbnail pane on the left, click the
slide that you want to apply a layout to.
On the Home tab, click Layout, and then select the layout
that you want.
Keynotes & general
sessions
The Future of Sales
and Marketing
breakout track
Habits of High
Performing Reps
breakout track
How to Build a Social
Selling Organization
breakout track
title title title title
Blueprints for Success: Transforming Your Sales Organization
Alix Mc Cabe
Global Head of Marketing, CMO, Euler Hermes
Xavier Monty
Social Media Strategy Leader, Sage
Tony Finn
Head of Solution Sales – Northern Europe, Vodafone
Glenda Kirby
Head of Sales Product Consulting EMEA Linkedin