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SiriusDecisions Paths to B2B Growth Webinar

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  • 1. Paths To B2B Growth Tim Riesterer, Chief Strategy Officer, Corporate Visions Jim Ninivaggi, Service Director, SiriusDecisions
  • 2. © 2014 SiriusDecisions. All Rights Reserved 2 Agenda •  Aligning Around Growth •  The Five Pillars of B2B Growth •  Enabling Growth Across the Five Pillars
  • 3. Align Around Growth
  • 4. © 2014 SiriusDecisions. All Rights Reserved 4 B-to-B Companies Focus On Growth
  • 5. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 5 2014 Outlook How Much Will Your Company Grow? 2% 2% 32% 36% 17% 1% 10% 1% 3% 28% 35% 21% 6% 4% 0% 5% 10% 15% 20% 25% 30% 35% 40% Contract Flat 1 - 10% 11 - 20% 21 - 40% 41 - 60% 60% + Under $500M Over $500M While economic analysts focus on sluggish capital markets, b-to-b organizations are preparing for growth.
  • 6. The Five Pillars of Intelligent Growth Alignment around growth starts with a shared strategy
  • 7. © 2014 SiriusDecisions. All Rights Reserved 7 “We are now on the GSA schedule with 10 agencies on pilots.” – Steve Singh, CEO Markets Entrance into – or expansion of – vertical, horizontal and/or geographic segments using existing/new offerings 1 Five Ways to Grow 7© 2014 SiriusDecisions. All Rights Reserved
  • 8. © 2014 SiriusDecisions. All Rights Reserved 8 Markets Entrance into – or expansion of – vertical, horizontal and/or geographic segments using existing/new offerings 1 Five Ways to Grow Buyers Formal targeting of new buying centers and personas2 “Who we sell to has evolved.” – Shantanu Narayen, CEO 8© 2014 SiriusDecisions. All Rights Reserved
  • 9. © 2014 SiriusDecisions. All Rights Reserved 9 “IBM has invested $24 billion in big data and analytics.” – Ginni Rometty, CEO Markets Entrance into – or expansion of – vertical, horizontal and/or geographic segments using existing/new offerings 1 Five Ways to Grow Buyers Formal targeting of new buying centers and personas2 Offerings Launch of new products/services, or enhancement of the current portfolio3 9© 2014 SiriusDecisions. All Rights Reserved
  • 10. © 2014 SiriusDecisions. All Rights Reserved 10 “…$83 billion in M&A and shareholder returns.” – Ken Bond, VP Investor Relations Markets Entrance into – or expansion of – vertical, horizontal and/or geographic segments using existing/new offerings 1 Five Ways to Grow Buyers Formal targeting of new buying centers and personas2 Offerings Launch of new products/services, or enhancement of the current portfolio3 Acquisition Purchase of other companies, or the incubation of new business units4 10© 2014 SiriusDecisions. All Rights Reserved
  • 11. © 2014 SiriusDecisions. All Rights Reserved 11 “We are simplifying everything we do.” – Jeff Immelt, CEO Markets Entrance into – or expansion of – vertical, horizontal and/or geographic segments using existing/new offerings 1 Five Ways to Grow Buyers Formal targeting of new buying centers and personas2 Offerings Launch of new products/services, or enhancement of the current portfolio3 Acquisition Purchase of other companies, or the incubation of new business units4 Productivity Maximizing efficiency, effectiveness and engagement5 11© 2014 SiriusDecisions. All Rights Reserved
  • 12. © 2014 SiriusDecisions. All Rights Reserved 12 Five Ways to Grow: One Common Challenge
  • 13. SiriusPerspective: © 2014 SiriusDecisions. All Rights Reserved 13 21% 24% 24% 29% 32% 35% 65% 71% 0% 20% 40% 60% 80% Lack of quality leads from marketing Our offerings do not have competitive differentiation Our reps lack the required knowledge Our reps lack the necessary selling skills Lack of useful/relevant content from marketing Inability to manage today's more educated buyer Our reps spend too much time on non-selling activities Rep's ability to connect our offerings to client business Top Business Issues for Sales in 2014 Reps spend too much time on non-sales activities, which limits the time required to fully understand the needs of the client.
  • 14. © 2014 SiriusDecisions. All Rights Reserved 14 Most Prominent Inhibitors to Sales Achieving Quota 14 Insufficient Leads Poor Sales Skills Too Many Products to Know Information Gap (Industry, Solution, Etc.) Inability to Communicate Value Messages 26.0% 24.3% 21.4% 16.0% 13.3% Source: SiriusDecisions SiriusIndex
  • 15. © 2014 SiriusDecisions. All Rights Reserved 15
  • 16. © 2014 SiriusDecisions. All Rights Reserved 16
  • 17. Sales Enablement’s Role Knowledge, Skills and Assets
  • 18. © 2014 SiriusDecisions. All Rights Reserved 18 Knowledge, Skills and Tools
  • 19. © 2014 SiriusDecisions. All Rights Reserved 19 Three Ways to Have Knowledgeable Reps Hire Train Augment
  • 20. © 2014 SiriusDecisions. All Rights Reserved 20 Skills: Practice, Feedback, Application VS
  • 21. © 2014 SiriusDecisions. All Rights Reserved 21 Assets to Enhance the Conversation •  White Boards •  Playbooks •  ROI Tools •  Leave Behinds (Champion Enablement) •  Story here is enhancing the conversation through a better prepared rep and to support the conversation – but not replace the conversation
  • 22. © 2014 SiriusDecisions. All Rights Reserved 22 Three Levels of Certification Content Mastery Structured Simulation In-field Observation
  • 23. Wrap-Up