Yes! Enterprise Software Can Increase Product Sales!
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Transcript of Yes! Enterprise Software Can Increase Product Sales!
Yes! Enterprise Software Can
Increase Product Sales
@billcush
Bill CushardHead of TrainingServiceRocket
Sarah E. Brown
(moderator)ServiceRocket
@SEBMarketing
Where in the World?
About ServiceRocketHelping people get the most out of their software
TRAINING TrainingSUPPORT UTILIZATION- Founded in Sydney, Australia 2001
- Palo Alto, CA HQ since 2010- 180 employees across 4
global offices:- Palo Alto, Sydney,
Santiago Kuala Lumpur
Recent WebinarsTopic:
Date:Getting Started Building Training
March 31, 2015Keeping Content Up With Software Changes
April 21, 2015Data-Driven Approach to Training
May 19, 2015Org Structures/Roles of Great Training Functions July 14, 2015 Training to the Tech Adoption Lifecycle
August 11, 2015
*Recordings and Registration available: http://bit.ly/SR-Webinars
Agenda
The Buying Process Has ChangedWhy Training Can Help SellWho’s Doing It?How to Use Training in Sales Process
“Nothing happens until a sale is made.”
Tom Watson Sr. IBM Founder
“Nothing happens until someone buys something.”
-Jack Collis, Author of When Your Customer Wins, You Can’t Lose
“Nothing happens until someone learns something.”
-Rob Castaneda, Founder/CEO ServiceRocket
57% of the sales process is done before a buyer speaks to sales.
Corporate Executive Board
Poll
Buyers Are LearningResearch reportsWhite PapersBlogsWebinarsFriends / Colleagues
Why Not Training?
60% Time
Training to Increase Product Sales
1.Educate the Market2.Speed Up Pre-Sales Process3.On-going Training to Improve Renewals and
Upsells
1. Educate the Market“Inbound marketing training”“OpenStack training”“Big Data training”Google these phrases
Wasted OpportunitiesProject Management TrainingSales Training
Google these phrases - No software companies come up on first page.
2. Speed Up Sales ProcessOffer Paid Training to High Probability
Prospects……….. but ………..
Account Execs Have Coupon Codes
3. On-Going TrainingHelp Customers Use Product Better
Answer the question:“My customers would perform so much
better if only they used __________________.”
Case Study: For every $1 spent on training, customers
spent $12 on new product sales.
- Technology Services Industry Association (TSIA)
“I have 9 customers that would be million dollar accounts if only I had
training to give them.”
- VP of Customer Success of SaaS company
Rocket RecapBuying process has changed. Help buyers make
decisions (60% time).
Educate the marketingSpeed up Pre-Sales ProcessOn-going Training
@billcush
Bill CushardHead of TrainingServiceRocket
Sarah E. Brown
(moderator)ServiceRocket
@SEBMarketing
The Next Webinar...Tuesday, October 6 10am PT
Performance-based Certifications: How to do Certifications Right
Special Guest: Frederick “Suizo” MendlerCo-Founder & CEO @ TrueAbility
Register: http://bit.ly/SR-Webinars
Thank youservicerocket.com@ServiceRocket