Increasing Lead Quality &Conversion by Building aSales Intelligence Culture
• Ralf VonSosenYourPresenters      – InsideView, VP of Marketing             • Richard Terry-Lloyd                – Zuora,...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         • Prospecting – Finding the ...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         • Prospecting – Finding the ...
Feeling Squeezed Out?
Framework for Territory Alignment
Territory Framework• Implemented Model for Territory Coverage• Measured across multiple attributes    • (Lead Flow, Closed...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         • Prospecting – Finding the ...
Challenging Sales Environment“Instead of bludgeoning customers with endless facts and features about their company andprod...
Converting Leads Through Intelligence                             • Every Interaction is Critical                         ...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         • Prospecting – Finding the ...
The Next 7 Minutes of Your Life…• What I am going to discuss is  mostly “common sense”….and  yet it is rarely common pract...
What Color is a Yield Sign?                              • Unless you live in Greece,                                Swede...
Key Takeaways1. A successful sales intelligence culture comes from a disciplined   approach to EQ/IQ/XQ2. Implementing a s...
What the Top 3% Do• Successful sales  intelligence cultures  contain three core  components:• It’s not enough to just tell...
Key Takeaways1. A successful sales intelligence culture comes from a disciplined   approach to EQ/IQ/XQ2. Implementing a s...
Are Your People Getting Mixed Messages?                                    =
“We must all inevitably suffer fromone of two pains: either the pain ofdiscipline or the pain of regret!”                 ...
Implementing a Sales Intelligence Culture                               • Sales Leaders are the fulcrum                   ...
Tools• Tools can be used to help  reinforce culture• They can increase the likelihood  of a sales intelligence culture  be...
Key Takeaways1. A successful sales intelligence culture comes from a disciplined   approach to EQ/IQ/XQ2. Implementing a s...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         •   Prospecting – Finding th...
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Increasing Leads and Conversions by Building a Sales Intelligence Culture #IS12

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  • 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

    1. 1. Increasing Lead Quality &Conversion by Building aSales Intelligence Culture
    2. 2. • 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
    3. 3. 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
    4. 4. 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
    5. 5. Feeling Squeezed Out?
    6. 6. Framework for Territory Alignment
    7. 7. 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
    8. 8. 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
    9. 9. 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
    10. 10. Converting Leads Through Intelligence • Every Interaction is Critical • Right Messages • Industry • Competitive • Corporate • Right Time • Funding • Leadership • Acquisitions • Empowered to Tailor the Message
    11. 11. 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
    12. 12. 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
    13. 13. 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….
    14. 14. 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
    15. 15. 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
    16. 16. 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
    17. 17. Are Your People Getting Mixed Messages? =
    18. 18. “We must all inevitably suffer fromone of two pains: either the pain ofdiscipline or the pain of regret!” — Jim Rohn
    19. 19. 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
    20. 20. 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!
    21. 21. 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
    22. 22. 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
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