Your SlideShare is downloading. ×
Click to edit Master title styleThe Sales 2.0 Maturity Model:  How do you measure up?                   Eryc Branham      ...
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
bit.ly/yDLG3ISALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
A Sales Maturity Model is useful for     determining where to investprecious time and energy in order to     improve sales...
…but Sales 2.0 brings new salescapabilities that need to be addedto the Maturity Model - in the right            place and...
What does the average “Collaborative           Seller” look like today?                   Medium-high level of CRM adoptio...
Existing Maturity ModelSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
ExampleSalesforce.com’s Customers for Life   SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
bit.ly/hVenpASALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
onforb.es/GRxTfMSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
MESSAGING                   5   Customer                       Communities                   4   Customer forums          ...
SALES TOOLS                   5   Social networks                   4   Market intelligence                   3   CRM / SF...
INTERNAL                       COLLABORATION                   5    “Whole company as                        sales team”  ...
LEADING SALES                         INDICATORS                   5   Lifetime Customer                       Value      ...
SALES CHANNELS                   5    Social networks                   4    Services                        ecosystem    ...
SELLING SKILLS                   5   Collaborative                       selling                   4   Advisory-based     ...
Messaging    Sales Tools     Internal      Leading Sales     Sales     Sales Skills                               Collabor...
Example                 Large B2B2CSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
Messaging    Sales Tools     Internal      Leading Sales     Sales     Sales Skills                               Collabor...
Messaging    Sales Tools     Internal      Leading Sales     Sales     Sales Skills                               Collabor...
A Sales Maturity Model is useful for     determining where to investprecious time and energy in order to     improve sales...
…but Sales 2.0 brings new salescapabilities that need to be addedto the Maturity Model - in the right            place and...
Resourceswww.CogarBranham.com                         Sales Ops Council (SOC)    SALES 2.0 CONFERENCE • @Sales20Conf / #S2...
Upcoming SlideShare
Loading in...5
×

A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CEO and Founder of www.cogarbranham.com

1,448

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,448
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Transcript of "A Sales 2.0 Maturity Model - Sales 2.0 conference keynote by @erycbranham, CEO and Founder of www.cogarbranham.com"

  1. 1. Click to edit Master title styleThe Sales 2.0 Maturity Model: How do you measure up? Eryc Branham CEO, Cogar Branham LLC @erycbranham #S20c #reinventingSFASALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  2. 2. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  3. 3. bit.ly/yDLG3ISALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  4. 4. A Sales Maturity Model is useful for determining where to investprecious time and energy in order to improve sales productivity... SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  5. 5. …but Sales 2.0 brings new salescapabilities that need to be addedto the Maturity Model - in the right place and prioritized. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  6. 6. What does the average “Collaborative Seller” look like today? Medium-high level of CRM adoption (3-5 years) Little previous experience with Sales 2.0 tools© 2012 Cogar Branham LLC. All Rights Reserved SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  7. 7. Existing Maturity ModelSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  8. 8. ExampleSalesforce.com’s Customers for Life SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  9. 9. bit.ly/hVenpASALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  10. 10. onforb.es/GRxTfMSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  11. 11. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  12. 12. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  13. 13. MESSAGING 5 Customer Communities 4 Customer forums (FAQ) 3 1:1 Marketing (Personalization) 2 Mass Email (Campaigns) 1 NewsletterSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  14. 14. SALES TOOLS 5 Social networks 4 Market intelligence 3 CRM / SFA 2 Contact database 1 Email Phone MeetingSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  15. 15. INTERNAL COLLABORATION 5 “Whole company as sales team” 4 Internal sales groups 3 Internal portal (searchable) 2 Product collateral repository 1 Email Phone MeetingSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  16. 16. LEADING SALES INDICATORS 5 Lifetime Customer Value 4 Revenue leakage 3 Win-Loss % 2 Cost of Sales 1 % of Quota Rev per HCSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  17. 17. SALES CHANNELS 5 Social networks 4 Services ecosystem 3 Indirect Channels (VAR, Reseller) 2 Inside Sales eCommerce 1 Field SalesSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  18. 18. SELLING SKILLS 5 Collaborative selling 4 Advisory-based selling 3 Solution Selling Ecosystem Management 2 Account Planning 1 Product PositioningSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  19. 19. Messaging Sales Tools Internal Leading Sales Sales Sales Skills Collaboration indicators Channels5 Community Social Community Lifetime Value Social Collaborate4 Forums Market Groups Revenue Services Advisor3 Personal CRM Portal Win-Loss Indirect Ecosystem2 Email Contacts Collateral Cost Inside Account1 Newsletter Email Email Quota Field Product SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  20. 20. Example Large B2B2CSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  21. 21. Messaging Sales Tools Internal Leading Sales Sales Sales Skills Collaboration indicators Channels5 Community Social Community Lifetime Value Social Collaborate4 Forums Market Groups Revenue Services Advisor3 Personal CRM Portal Win-Loss Indirect Ecosystem2 Email Contacts Collateral Cost Inside Account1 Newsletter Email Email Quota Field Product SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  22. 22. Messaging Sales Tools Internal Leading Sales Sales Sales Skills Collaboration indicators Channels5 Community Social Community Lifetime Value Social Collaborate4 Forums Market Groups Revenue Services Advisor3 Personal CRM Portal Win-Loss Indirect Ecosystem2 Email Contacts Collateral Cost Inside Account1 Newsletter Email Email Quota Field Product SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  23. 23. A Sales Maturity Model is useful for determining where to investprecious time and energy in order to improve sales productivity... SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  24. 24. …but Sales 2.0 brings new salescapabilities that need to be addedto the Maturity Model - in the right place and prioritized. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  25. 25. Resourceswww.CogarBranham.com Sales Ops Council (SOC) SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

×