The Case for Sales Intelligence
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With 7 statistics about buying and selling that every sales and marketer should know
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The Case for Sales Intelligence
- 1. The case for Sales Intelligence Brian Vellmure Initium LLC http://www.brianvellmure.com http://www.twitter.com/CRMStrategies
- 2. Snapshot: Today’s Customer Time Strapped Intelligent Networked Empowered
- 3. In companies with more than 1,000 employees, 21 different people are involved in sales over $25,000 Source: Ruth Stevens / Seth Godin
- 4. 90% of business buyers say when they’re ready to buy… they’ll find you Source: DemandGen Report
- 5. 93% of B2B buyers use search to begin the buying process Source: Marketo
- 6. 70% of a typical buying process is completed beforea sales person gets involved Source: Sirius Decisions Photo courtesy of freefoto.com
- 7. However…. There is a chance to reach out to them if you understand who they are, who they know, what they’re trying to accomplish … and can spot an opportunity to provide something of value
- 8. Customer Expectations Know Me Don’t waste my time Be prepared Unify sales and marketing messaging Give me the right info at the right time (now)
- 9. Snapshot: Today’s salesperson Deals with more accounts / prospects than before Wades through the mess of buying roles, org charts, priorities of buyers Likely selling more through phone/digital channels Pulled in multiple directions: Traveling Prospecting Research Admin Problem Solving Selling?
- 10. Only 38% of sales people understand prospects’ needs and how their products/services can address those issues Source: Forrester Research
- 11. Only half of all sales people typically reach their quota
- 12. Expectations for sales people Shorten the path to success Talk to the right people at the right time with the right information Close larger quantities of larger deals in a shorter amount of time
- 13. Bridging the Gap Leveraging Sales Intelligence for success
- 14. Era of Human Digitization Typographic portrait by Popeye Framcom
- 15. Use Digital Data to understand more
- 17. Psychographic
- 18. Socialgraphic
- 21. Provide relevant information and intersection points in the context of their jobs and lives
- 24. Research: Results with Sales Intelligence Source: CSO Insights Sales Intelligence Challenge 2011
- 25. The case for Sales Intelligence Brian Vellmure Initium LLC http://www.brianvellmure.com http://www.twitter.com/CRMStrategies THANK YOU!
Editor's Notes
- Relevant also for B2C but especially useful for B2B as well
- Consider not using this slide – not sure what it shows…ALSO: http://blog.bridgegroupinc.com/blog/tabid/47760/bid/13186/Inside-Sales-Quota-Attainment-2010-Research-Data.aspxhttp://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/40909/How-Many-Salespeople-Made-Quota-in-2010.aspxIDC 2009 study
- More headwinds
- How do we get this data in a quicker, more efficient manner?
- PSYCHOGRPAHIC: I, A, O: Interests, Activities, and Opinions – Habits, lifestyle characteristics – what makes your customers tick?Talk about stories red ferrari, weather and current events in customer’s area
- - Who are they, and instead of just using your own internal knowledge base, you have the potential to tap other data sources to understand more about your customers and prospects