• Share
  • Email
  • Embed
  • Like
  • Private Content
Increasing Leads and Conversions by Building a Sales Intelligence Culture #IS12
 

Increasing Leads and Conversions by Building a Sales Intelligence Culture #IS12

on

  • 1,098 views

 

Statistics

Views

Total Views
1,098
Views on SlideShare
1,098
Embed Views
0

Actions

Likes
1
Downloads
6
Comments
0

0 Embeds 0

No embeds

Accessibility

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.

Increasing Leads and Conversions by Building a Sales Intelligence Culture #IS12 Increasing Leads and Conversions by Building a Sales Intelligence Culture #IS12 Presentation Transcript

  • Increasing Lead Quality &Conversion by Building aSales Intelligence Culture
  • • Ralf VonSosenYourPresenters – InsideView, VP of Marketing • Richard Terry-Lloyd – Zuora, VP for Emerging Markets • Brian Falkner – Big Machines, Regional VP – West • Paul Jones – FranklinCovey Sales Performance Practice, Senior Director, Business Development
  • Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers
  • Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers
  • Feeling Squeezed Out?
  • Framework for Territory Alignment
  • Territory Framework• Implemented Model for Territory Coverage• Measured across multiple attributes • (Lead Flow, Closed Deals, Contacts, TAM)• TAM = mapped this from • Propensity to buy – SKU – Verticals • InsideView – data up load - contacts• Rep level execution • Add key contacts through InsideView • Follow Brian’s processes
  • Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers
  • Challenging Sales Environment“Instead of bludgeoning customers with endless facts and features about their company andproducts, Challengers approach customers with unique insights about how they can save or makemoney. They tailor their sales message to the customers specific needs and objectives. Ratherthan acquiescing to the customers every demand or objection, they are assertive, pushing backwhen necessary and taking control of the sale.” The Challenger Sale – Dixon/Anderson • Professional Interactions • Uniquely Differentiated • Building Champions • Taking Control of the Sale
  • Converting Leads Through Intelligence • Every Interaction is Critical • Right Messages • Industry • Competitive • Corporate • Right Time • Funding • Leadership • Acquisitions • Empowered to Tailor the Message
  • Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers
  • The Next 7 Minutes of Your Life…• What I am going to discuss is mostly “common sense”….and yet it is rarely common practice• It’s easy to understand…and not easy to do – How’s your golf swing?• Don’t try and boil the ocean…incremental changes can produce impressive returns
  • What Color is a Yield Sign? • Unless you live in Greece, Sweden, Croatia, Finland, or Poland, a yield sign is Red! • It’s not what you don’t know that is the problem…it’s what you are sure you know, but actually don’t….
  • Key Takeaways1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ2. Implementing a sales intelligence culture requires commitment from sales leadership….AND can be influenced by individual contributors
  • What the Top 3% Do• Successful sales intelligence cultures contain three core components:• It’s not enough to just tell IQ EQ people what they need to do Effective Culture• Most organizations are lacking in at least one area XQ Execution Skills
  • Key Takeaways1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ2. Implementing a sales intelligence culture requires demonstrated commitment from sales leadership….AND can be influenced by individual contributors
  • Are Your People Getting Mixed Messages? =
  • “We must all inevitably suffer fromone of two pains: either the pain ofdiscipline or the pain of regret!” — Jim Rohn
  • Implementing a Sales Intelligence Culture • Sales Leaders are the fulcrum • Focus on what’s most important – Strategy is the intentional elimination of alternatives…and there will always be more good ideas than there is capacity to execute • Establish and act upon the lead measures – Is it just dials? Is it just conversations? • Keep a compelling scoreboard – People play differently when you keep score • Create a cadence of accountability – Commitments to be made and followed up on
  • Tools• Tools can be used to help reinforce culture• They can increase the likelihood of a sales intelligence culture becoming “sticky”• They should be as valuable to individual sales contributors as they are to sales leaders• They should be easy to understand and easy to use!
  • Key Takeaways1. A successful sales intelligence culture comes from a disciplined approach to EQ/IQ/XQ2. Implementing a sales intelligence culture requires demonstrated commitment from sales leadership….AND can be influenced by individual contributors
  • Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers