How to break the status quo barrier (webinar may 1)

Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010

Malcolm Gladwell

Scientist for Tipping Point Morton M. Grodzins

What was the diﬀerence?

What the best are doing diﬀerent

Make the Status Quo Unsafe

Don’t Call the Baby Ugly

Make me Smarter

Attention Scarcity

20 Questions

“While our access to raw information hasgrown exponentially, our time to process this information has declined rapidly, which has placed an unprecedented premium on the act of meaning-making.” George Dyson (Futurist)

Risk Aversion

Are you messaging for a decision?

Context Creates Urgency

Haven’t gottime for the pain…

The pains I’m living with…Are bigger than the pain of change…

Contrast = Value

The Hero Model The Hero Model •  The world is normal •  Something changes •  Hero struggles •  Enter: the mentor •  Hero accepts the quest based on The Hero with A Thousand Faces by Joseph Campbell

Distinct Point of View

Documenting impact

Distinct Point of View

Customer Conversation System

Who are you going to be?

Ma# Guido, Vice President – Alliances & Business Development

Sales Enablement “ Treasure Island” Benchmark X Maturity $ Map X X X $ Value $$ $$$ X XBlueprint $Success X $$ $

What’s In Your Sales ExecuBon Gap? Proﬁtable Growth IniBaBves Sales ExecuBon Buyer Decision Asset Management S CompeBBve Intelligence O Sales Process Messaging CRM C I A Workforce L Go To Market Management Strategy NEW PRODUCT LAUNCH Sales Enablement Program Management Knowledge Management Collaboration

SAVO Sales Enablement Maturity Model M&A GTM New Product Strategy Launch Workforce CRM Mgmt Asset Knowledge Mgmt Mgmt Comp Msging Intell Social Sales Collab Process

SAVO Sales Enablement Maturity Benchmark 12 Sales Enablement Domains   Compe>>ve Intelligence   New Product Launch   Messaging   Knowledge Management   Mergers and Acquisi>ons   Sales Process   SE Program Management   Social Collabora>on   Customer Rela>onship Management   Asset Management   Go-‐To-‐Market Strategy   Workforce Management

The Value of Closing the Gap % Annual Proﬁtable Growth IniBaBves Sales Enablement = Revenue Enablement Revenue Growth High Maturity Mergers/Acquisitions High G E F 15.3 New Products/Services C REVENUE GROWTH A B 11.3 D New Channels/Geographies 7.8 Operational Excellence Low Low MATURITY High

Free Maturity Benchmark You will receive a free Maturity Benchmark to assess your sales enablement opera>ons.

Marketing and Sales Messaging Conference CHICAGO, SEPT. 18-20 ONLY $399 1.  Marketing Messaging & Content Creation 2.  Sales Conversation DeliveryBilly Ben 3.  Power CoachingBeane Zander Workshop

Q&A Slides and recording will be emailed to you. Continue the conversation on LinkedIn:http://www.linkedin.com/groups?about=&gid=4101593

How to break the status quo barrier (webinar may 1)

by Corporate Visions, Inc. on May 01, 2012

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