Engage Your Sellers. Inspire Your Customers (SAVO)

25
Engage Your Sellers. Inspire Your Customers. Chuck Dulde, VP, Customer Value, SAVO Mary Konkol, Sr. Manager, Product Marketing, SAVO
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Transcript of Engage Your Sellers. Inspire Your Customers (SAVO)

Engage Your Sellers. Inspire

Your Customers.

Chuck Dulde, VP, Customer Value, SAVO

Mary Konkol, Sr. Manager, Product Marketing, SAVO

This presentation contains forward-looking statements related to future growth and earnings opportunities. Such statements are based upon certain assumptions and assessments made by management in light of current conditions, expected future developments and other factors it believes to be appropriate. Actual results may differ as a result of factors over which the company has no control.

Safe Harbor

Are you sure that when your sales

reps communicate that they are

relevant, unique and memorable

in the eyes of your customers?

EFFECTIVENESS

• Reactive to buyer requests instead of leading

• Unclear on political position

• Lack a competitive strategy

• Lack clear solution differentiation

• Ineffective coaching

• Ineffective new sales hire ramping

EFFICIENCY

• Can’t find essential information

• Not sure how to respond to a lead

• Too many data repositories

• Building presentations from scratch

• Writing proposals from scratch

Typical Sales Productivity Drains

ENGAGEMENT

• Reps don’t “stand out” from competitors

• Poorly communicate differentiation

• Proposals focused on price not value

• Prospecting efforts are ignored

• Follow-up communications are flat & valueless

Day in the Life of a Sales Rep using SAVO

12 AM 12 PM 7 AM 10:30 AM

to 12:00 PM 2:00 PM

Prospecting with Digital Postcards

Prep for and conduct a first call

Create immediate follow-up proposal

Coaching reinforcement

for today

Assemble presentation for key stakeholder

meeting

9 AM

Stakeholder meeting

12:05 PM

Engagement

Effectiveness Efficiency

The Right Tasks, Tools, and Coaching

SALES PRODUCTIVITY Software Solutions SAVO Sales

Accelerator Series SAVO Sales

Enablement Series SAVO Sales

Engagement Series

Get Personal. Sell Faster.

100 - 500 Marketing Messages per Day

Source: Online Marketing Insights

Executives

We have great products, services and solutions!

Sales Reps

11% of Executives Get Value From Sales Meetings

Source: CSO Insights

7% of Reps Get a 2nd Meeting

Source: Forrester

80% of Leads Are Sent Back to Marketing for Nurture

Source: Forrester

35% of Annual Quota At-Risk

Source: CSO Insights

Strategy to Date? …More, Faster, Louder

More Channels

More Beautified Information

More Content Bundling

ATTENTION

ENGAGEMENT

Personal Faceless

Sales Theatre

Introducing SAVO Inspire Digital Postcards

Header, Branding & Headline

Core Content

Personal Introduction

Call to Action

What GOOD Looks Like

15

Now what?

Automated. Targeted. Consistent. Fast.

Copyright 2003

Your projected revenue growth if you

sign by May 1st…2003…huh?

Subject Matter

Experts

Marketing Finance

Legal

78%

customize manually

This is the solution

we’ve been looking for

Here’s how I can solve

your business problem

How

targeted

is your

message?

Send. Track. Engage. Sell Faster.

• Instant Notification

• Live Monitoring & Triggers

• Detailed Activity

Results Traditional Inspire

Email Open Rates 3 – 4% 20 – 25%

Time on Message < 1 min > 6mins

Content Consumed < 15% > 60%

Thank you

For more information

SAVO Web Site: www.savogroup.com

Sales First Nation: www.savogroup.com/sales-first-nation/

SAVO Products: www.savogroup.com/products/

SAVO Phone: 312-276-7700