SalesMethods<br />The History<br />The Meaning and<br />The Reasoning <br />
Bringing High Performance Sales<br />To Salesforce.com<br />
SalesMethods – Guiding Principles<br />Vision – The SFDC Sales Methodology<br />Mission – Bringing High Performance Sales ...
SalesMethods – Drivers<br />Frustration in driving our own businesses<br />From a Consulting beginning – Taku<br />Drivers...
Why Salesforce.com?<br />Fastest growing CRM solution <br />SFDC customer profile<br />SaaS delivery model<br />Partner st...
SalesMethods – The People<br />Steve Bale – Chairman - an economist who spent his early years in manufacturing and service...
The Products - A Portfolio of Applications<br />
Continuous Improvement<br />How to do it<br />SalesMethods<br />Impact<br />Salesforce.com<br />What to do<br />Time<br />...
The Value Stack<br />SalesMethods<br />Alignment<br />Margin Protection<br />Account Penetration<br />Value<br />Customer ...
Competing<br />Forces<br />Customers<br />Business <br />Drivers<br />ValuMatrix<br />Mutual<br />Business<br />Value<br /...
EnGarde<br />Competitive<br />Analysis<br />ValuMill<br />Proposition<br />Generation<br />4x4 Questions<br />- Qualificat...
Sales<br />Competency<br />Assessment<br />Kaizen<br />Business<br />Process<br />Improvement<br />Personal<br />Developme...
OrgChartPlus<br />
The Dates and achievements<br />June 2009 – SalesMethods Formed<br />August 2009 – Partnership with SFDC<br />October 2009...
The SalesMethods Advantage<br />Native to SFDC<br />Built on world class principles and methods<br />Enthuses the sales te...
Bringing High Performance Sales<br />To Salesforce.com<br />
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History Of Sm For Us

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  • The structure of each application is very straightforward.What drives the account development plan (the Plan2Prosper) are sixteen questions organised in 4 groups of four. Each group of four focuses on an essential element of a successful account plan – these being:ReputationInsightAmbitionResourceThe sales challenge is to answer each question positively by satisfying pre-determined criteria.In order to satisfy the criteria objectives are set for each question and tasks deployed that together deliver an action plan – the Plan2Prosper.To help you answer the questions are tools which deliberately reflect world class selling principles. As an example CompetingForces is based on Michael Porters classic piece of work that looks at industry profitability.
  • The structure of each application is very straightforward.What drives the account development plan (the Plan2Prosper) are sixteen questions organised in 4 groups of four. Each group of four focuses on an essential element of a successful account plan – these being:ReputationInsightAmbitionResourceThe sales challenge is to answer each question positively by satisfying pre-determined criteria.In order to satisfy the criteria objectives are set for each question and tasks deployed that together deliver an action plan – the Plan2Prosper.To help you answer the questions are tools which deliberately reflect world class selling principles. As an example CompetingForces is based on Michael Porters classic piece of work that looks at industry profitability.
  • We are fans of continuous improvement having lived through Quality in the 80s, business process re-engineering in the 90s and most recently six sigma.Our continuous improvement application, Plan2Excel, looks at both sides of the coin in terms of delivering high performance sales - people and processes.Kaizen tracks key performance indicators and builds plans to improve.Analytics is an aid for root cause analysis.Sales Competency assessment is a 180 review between the sales person and their manager the output of which is personal development plan.
  • History Of Sm For Us

    1. 1. SalesMethods<br />The History<br />The Meaning and<br />The Reasoning <br />
    2. 2. Bringing High Performance Sales<br />To Salesforce.com<br />
    3. 3. SalesMethods – Guiding Principles<br />Vision – The SFDC Sales Methodology<br />Mission – Bringing High Performance Sales to SFDC<br />Value – Passion, Expertise, Practical Visionaries<br />Market – SFDC B2B<br />Product – Native SFDC Software & Support services<br />
    4. 4. SalesMethods – Drivers<br />Frustration in driving our own businesses<br />From a Consulting beginning – Taku<br />Drivers: Failure of training model<br /> Sales Management marginalisation<br />Delivery: Easy to use and engaging<br /> Built on acknowledged best practice<br /> Integral to current business process<br /> Everything you need on line<br />We are a Software Company<br />
    5. 5. Why Salesforce.com?<br />Fastest growing CRM solution <br />SFDC customer profile<br />SaaS delivery model<br />Partner strategy - welcoming<br />Force.com development environment<br />
    6. 6. SalesMethods – The People<br />Steve Bale – Chairman - an economist who spent his early years in manufacturing and service organisations. Then embarking on a <br />successful career in sales, marketing and general management. Key achievements are founding and growing Oracle's UK application <br />business to £100 million; managing BEA's (fasted ever company to $1 billion) most successful region (Northern Europe) and developing <br />and growing start- ups.  He has vast experience in business oversight and has a clear understanding of what is needed to deliver success.<br />Michael Conner:  CEO - spent his formative years with Xerox where he was schooled in sales, marketing and general management. <br />He latterly drove strategic change through quality and business transformation programmes.  Recently he has operated at Board level in <br />PLC's, driving change and growth on an international basis. He brings the skills, experience and energy to drive SalesMethods to success.<br />Tom Stiling: GM Americas- Tom spent his formative years in the US Marines and has transitioned this discipline and rigour to his sales <br />and general management approach. Holding senior sales and general management roles in early stage companies driving success in <br />Crossview, Lumigent Technologies, EnterpriseDB, Curl Corporation, Bluestone Software, Seer Technologies, Broadway & Seymour. <br />He has also been directly involved in raising over $500 million in funding and taking companies to initial public offering and beyond.<br />Richard Gilder:  GM RoW- spent his early years successfully in Xerox sales. Then managing Dell Computers indirect channels in the <br />UK  and creating a £100m outsourcing business within the Retail Banking sector. He then moved to the City as a Director of Business <br />Development for a major investment bank. Latterly he has been involved in marketing and selling Open Source databases within a start-up <br />organisation. He is a tenacious and focused experienced sales operator bringing early sales success at SalesMethods.<br />Andy Larter CTO - A first class honours graduate in computer science, Larter is an IT specialist who understands the meaning of delivering <br />business value through systems. He has worked on some of the most complex security and application developments and implementations <br />in the world. He prides himself on delivering quality solutions on time and to budget and has insight into what good IT looks like and what <br />turns software into a real business tool.<br />Dr John Heaford - Head of Sales Methodologies - John holds a PhD in Cognitive Psychology and Computer Based Learning, and a <br />post-graduate Diploma in Business Research. John pioneered the e-Learning concept in the UK and his book, The Myth of the Learning <br />Machine became a standard reference in most British universities for many years. Over the past 30 years John has been responsible for <br />Implementing corporate development programmes, with a focus on Methodologies and Skills for sales managers and all sales and sales <br />support professionals. John heads and drives the methodology and training initiatives which are core to SalesMethods success.<br />Steve Bale – Chairman - Steve is an economist who spent his early years in manufacturing and service organisations.<br />He then embarked on a successful career in sales, marketing and general management.  Key achievements have been founding <br />and growing Oracle's UK application business to £100 million; managing BEA's (fasted ever company to $1 billion) most successful <br />region (Northern Europe) and developing and growing a number of start- ups.  He has vast experience in business oversight and <br />has a clear understanding of what is needed to deliver success.<br />Michael Conner – CEO<br />Tom Stiling – Americas<br />Richard Gilder – Rest of World<br />Andy Larter – CTO<br />Dr John Heaford – Head of methodologies<br />
    7. 7. The Products - A Portfolio of Applications<br />
    8. 8. Continuous Improvement<br />How to do it<br />SalesMethods<br />Impact<br />Salesforce.com<br />What to do<br />Time<br />The ‘How To’, not just the ‘What to Do’<br />
    9. 9. The Value Stack<br />SalesMethods<br />Alignment<br />Margin Protection<br />Account Penetration<br />Value<br />Customer Retention<br />Sales Effectiveness<br />Sales Efficiency<br />Time<br />
    10. 10. Competing<br />Forces<br />Customers<br />Business <br />Drivers<br />ValuMatrix<br />Mutual<br />Business<br />Value<br />4x4 Questions<br />-Reputation<br />-Insight<br />-Ambition<br />-Resource<br />Plan2Prosper<br />Strategy for<br />Sustainable <br />Mutual Business<br />Value<br />BlueSpace<br />Opportunity<br />Mapping<br />OrgChart<br />Relationship<br />Mapping<br />Plan2Prosper<br />
    11. 11. EnGarde<br />Competitive<br />Analysis<br />ValuMill<br />Proposition<br />Generation<br />4x4 Questions<br />- Qualification<br />- Justification<br />- Differentiation<br />- Influence<br />Plan2Close<br />Action Plan to<br />Win the Deal<br />OrgChart<br />Relationship<br />Mapping<br />Plan2Close<br />
    12. 12. Sales<br />Competency<br />Assessment<br />Kaizen<br />Business<br />Process<br />Improvement<br />Personal<br />Development<br />Plan<br />Analytics<br />Plan2Excel<br />
    13. 13. OrgChartPlus<br />
    14. 14. The Dates and achievements<br />June 2009 – SalesMethods Formed<br />August 2009 – Partnership with SFDC<br />October 2009 – Development agreement with COLT<br />March 2010 – First Beta released (P2C)<br />April 2010 – SFDC accreditation and release to COLT<br />November 2010 first general release (P2P & P2C)<br />December 2010 SalesMethods launched<br />May 2011 SalesMethods USA launched<br />Cloudforce 2011 OCP launch<br />January 2012 P2E Launch<br />Dreamforce 2012 Mobile launch<br />
    15. 15. The SalesMethods Advantage<br />Native to SFDC<br />Built on world class principles and methods<br />Enthuses the sales team with compelling tools<br />Delivers a common language<br />Aligns your business<br />Gives line of sight and control<br />Empowers Sales Management<br />Improves Forecasting and pipeline quality<br />Optimises key account performance<br />Win more deals and optimise Market Share<br />
    16. 16. Bringing High Performance Sales<br />To Salesforce.com<br />

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