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

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

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Statistics show that the most dangerous competitor you face is the status quo — it’s your prospects deciding to do nothing. If you want to grow your business, you’ll need to challenge your ...

Statistics show that the most dangerous competitor you face is the status quo — it’s your prospects deciding to do nothing. If you want to grow your business, you’ll need to challenge your customers to do something different. And you need to turn more opportunities from "no decision" into decisions that favor you. The best way to do this is to establish the buying vision in the first place.

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

    • Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010
    • 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
    • 65/35
    • 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