2. Today’s CRISIS
The Revenue Abyss Is Upon Us
2009-2011 Sales Performance Optimization Report
2008 2009 2010
Increasing Revenue Targets 85% 85% 92%
Sales Reps Making Quota 58% 51% 59%
2000 Companies Surveyed Across Multiple Industries
3. Today’s Shift
A Revenue Focus Like Never Before
Trend 1 Trend 2 Trend 3
The Boardroom Shift The Marketing Shift The Executive Shift
Compliance To Revenue Brand To Leads CSO/CMO To CRO
The Conference Board
February 2010 Top CEO Challenge: Revenue Growth
4. The Emerging Need
Revenue Performance Management
Largest Expense
Old Paradigm >40% Of Revenue Is
Sales & Marketing
Marketing Sales
Cost Center Revenue Center
Sales Funnel
Track New Prospects Track Closed Deals
5. The Emerging Need
Revenue Performance Management
Largest Expense
New Paradigm >40% Of Revenue Is
Sales & Marketing
Marketing & Sales
Predictable Revenue Engine
Buying Funnel
Predicting, Tracking & Planning For Revenue Attainment By
Expanding The View Of The Funnel
6. The Emerging Need
Revenue Performance Management
2010 Revenue Performance Management Whitepaper
Remove The Silos
Profile Customer Information & Behaviors
Guide Through Buying Process With Right Messages To Right Channel
Measure & Benchmark Along The Way
7. The Emerging Need
Growing Revenue In Simple Terms
Get More Qualified Stuff Inside
Make The Stuff Inside Bigger
Make The Stuff Inside Move Out Quicker
8. The Emerging Need
Growing Revenue In Simple Terms
Option #1
Get More People
To Distribute Your Solutions
Option #2
Make The People Who
Distribute More Productive
9. The Revenue Answer
An Increased Need For Productivity
The New Standard In Selling
More Sales Faster Pace Less Cost Sales Productivity
Programs
Sales Organizations That Optimize Their Sales Processes Significantly Outsell Competitors,
Achieving Sales Performance Edges Such As….
Increasing Quota Attainment, % Of Reps Making Plan, Win
Ratios, While Reduce Sales Turnover
10. A Look Back
The Evolution Of The Worker
Yesterday
Automation Leads To
Today
Productivity & New Skills
Become More Important
Agricultural Age Industrial Age Information Age Connection Age
Strategic
Farm Worker Factory Worker Knowledge Worker Communication Worker
Commoditized By The Commoditized By The Commoditized By The Empowered To Lead Change &
Cotton Gin Assembly Line Internet Bring Insight
Eliminate Non-Strategic Tasks & Focus On What’s CRITICAL
11. A Look Back
The Evolution Of The Worker
What Happened To The Knowledge Worker?
Information Is A Commodity
Focus Is The Issue
Do More With Less Is Common
What Happened To The Sales Person?
2008 2009 2010
>6 Month NH Ramp Time 72% 73% 77%
12. The Path Forward
Revenue Acceleration Through Productivity
Who Do I Call?
What Do I Say?
What Do I Sell?
Call Them!
Say This!
Sell That!
13. The Revenue Answer
Sales Enablement - Organizational Overview
The New Standard In Selling
Step 1: Buyer Focused Sales Model
1980’s Through Early 2000’s Today
FAB SPIN Conceptual Strategic Selling The ADPway
Benefit Focused Value Of Understanding Complex Sales,
Create Change, Focus On
Dialogue Questions Needs & Multiple Buyers
Results, Align With Buyer
Differentiation
Featured By
Sales Executive Council: April 2011
14. The Revenue Answer
Sales Enablement - Organizational Overview
The New Standard In Selling
Step 2: Buyer Focused Sales Readiness
Lead Optimization Sales Effectiveness
Targeting Lead Center Programs Tools Messaging Comp. Intel
Predictive Analytics Inbound Routing Nurturing Market Intel Power Positioning Internal CI Portal
Segmentation Lead Qualification Profiling Call Planning Conversation Scripts Field Inquiries
Self - Service Analysis Guides Objection Handling Social Collaboration
Dynamic Content Solution Positioning Win Loss Analysis
ROI Proposal Content Forums & Podcasts
Campaigns Measurement Digital
References Intelligence Tools..
Planned Priorities Campaign Closeout SEO/SEM Demonstrations 1. Overview
2. Conversations
Trigger Events Revenue Impact Social 3. Solution Matrix
Web
70% Year-Year Improvement In Sales Cycle Time
For Businesses That Invest In Sales Tools
15. The Revenue Answer
Sales Enablement - Organizational Overview
The New Standard In Selling
Step 2: Buyer Focused Sales Readiness
The 1st Sales Call
Pushing These 3 Stages Earlier In The Demand
Cycle Drives Sales Productivity
Recognize Explore Define Evaluate Validate & Negotiate Implement Measure
Buyers Question Needs Options Criteria Options Select Terms Solution Impact
The Status Quo
Executive
Overview
Loosen Up The Current Approach Cycle & Enabling Tools, Campaigns & Effort Are Reduced
30%-60% Opportunities Lose To Status Quo
16. The Revenue Answer
Sales Enablement – “Guided Path” Initiative Highlight
Into This….
Which prospects are most likely to become clients?
When are clients most likely to buy additional products?
Which solutions are buyers most interested in?
How much would the deal be worth?
18. So As You Leave Today…..
1. Revenue Management Is Key To Sales & Marketing Alignment
2. Increase Productivity, Lower Cost Through Guided Selling
3. It’s All About Connections & Conversations, Everything Else Is Second
