Andeta grouppresentationintro

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The Andeta Group has one single focus: Helping sales teams to increase their revenue by showing you how to leverage enabling technologies and let them take advantage of the mobile and social world. Andeta improves Sales and Marketing alignment, and boost performance.

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Transcript

  • 1. June 2011 An Introduction
  • 2. Some Facts
    • 40 % of sales time spent in finding , creating and recreating content (CMO council)
    • Sales reps spent 45 % of their time figuring out how to spend their time, instead of closing deals (IDC)
    • 75 % of Sales people admit to altering tools (CVI)
    • 90 % of marketing content unused (American Marketing Association)
    • Sharing marketing and sales knowledge increases win rates with 17 % (CSO)
    • Customized marketing messages increase productivity with 20 % (CSO )
    • Aligned companies experience higher customer retention, growth in billing size and revenue (Miller Heiman Best Practices 2010)
    What are your numbers like?
  • 3. In All These Years This Didn ’t Change
    • Sales often seen as:
      • Short term revenue driven
      • Necessary evil/lazy
      • Different animal
      • Earning too much money
      • No commitment
      • Too myopic ”
    • Marketing often seen:
      • Spending too much
      • Out of touch
      • Mistrusting sales
      • Too much detail
      • Slow
      • Cost center
    Sounds familiar?
  • 4. Sales and Marketing Friction Increases
    • New online sales tools and social media dramatically change the way companies interact with customers
    • Buying has changed forever (from information scarcity to abundance)
    • Increasing customer engagement and revenue cycle ownership by Marketing causes more friction
    Engaged Prospects Leads Customers Marketing Sales Sales Leads Opportu- nities Names Revenue Cycle Nurturing database
  • 5. Rise of technology Requires Transition
    • New technology increases the potential for productivity improvements
    • To successfully leverage these technologies sales organizations need to:
      • Avoid the same mistakes as the average CRM implementation
      • Put in place the organizational structure, skill-sets and processes
      • Transition sales from big elephant hunter (individual success) to hunter-gatherer society (team success)
      • Engage sales to prevent them to become more scattered because of new tech
      • Align and Incentivize marketing and sales collaboration through lead management, sales enablement, competitive intelligence)
    Have you changed your sales and marketing to adjust to the new world?
  • 6. Our Mission
    • Help Our Clients Align and Integrate their Sales and Marketing,
    • Leverage New Enabling Technology and Increase their Revenue
  • 7. Our solutions Engagement & Collaboration (people) Revenue Performance management (organization/ process) Sales & Marketing Automation (technology) Leveraging Social media (revenue cycle) Sales Conversation (revenue cycle) Lead Management (revenue cycle)
  • 8. Our Clients Experience
    • Increased customer reach and better account penetration
    • Faster sales cycle times and service delivery
    • More efficient use of resources
    • Maximized leverage of Sales knowledge and intelligence
    • Committed and Engaged Sales & Marketing
    • Higher customer satisfaction
    • Higher win rates
  • 9. Why The Andeta Group?
    • Over 40 years of sales, marketing and consulting experience
    • Seen the best & worst: proven methodology and programs based on real field experiences and best practices
    • Silicon valley “everything is possible and hands on” approach and technology
    • Clear & direct communicators at all organization levels
    • Collaboration starts right away by bringing people together
    • Phased model (Continue as we deliver..)
    • Measurable and repeatable deliverables = commitment to successful implementation
    • Sales Thought Leadership
    • Enabling sales, not just marketing
  • 10.
    • Founded in 1998 (under SalesProBusiness Consulting
    • Creator of many innovative concepts and methodologies in Sales:
      • Sales Benchmarking
      • Marketing communication benchmarking
      • Sales Balanced ScoreCard
      • Sales and Marketing Alignment Factor
    • Best practices in High Tech in Europe and Silicon Valley
    • Technology focus and bridge with Silicon Valley (partners)
    • Offices in Netherlands and Silicon Valley
    Thought leadership
  • 11. Our Team
    • Laura Nuhaan has been the driving force behind several start-up companies across diverse industries in Europe and Silicon Valley. As founder of the first sales focused consulting company in the Netherlands she developed a wide range of methodologies like the benchmarking for sales in1994 and the Sales balanced scorecard.. She has worked as management consultant with PWC and in marketing and sales in Nutricia. Laura ’s client roster includes Shell, HP, Spansion, Bosch Rexroth , Good technology and Health Hero. http://www.linkedin.com/in/lauranuhaan
    • Robert Hylkema is a r esult oriented international executive with track record of success in sales, finance, innovative strategy development at TeleAtlas and Xerox. Recognized for strategy development and hands-on executive leadership. Experienced in consultative selling into large and medium sized companies and executive coaching in managing and motivating their sales teams. Robert ’s clients include Xad, Toyota and Urban Mapping. http://www.linkedin.com/in/roberthylkema