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

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  • 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. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 3. bit.ly/yDLG3ISALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 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. …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. 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. Existing Maturity ModelSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 8. ExampleSalesforce.com’s Customers for Life SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 9. bit.ly/hVenpASALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 10. onforb.es/GRxTfMSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 11. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 12. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 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. 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. 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. 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. 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. 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. 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. Example Large B2B2CSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012
  • 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. 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. 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. …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. Resourceswww.CogarBranham.com Sales Ops Council (SOC) SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012