Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012   Source: SiriusDecisions PMM Survey, 2010
Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012   Source: SiriusDecisions PMM Survey, 2010
Malcolm Gladwell
Scientist for Tipping Point     Morton M. Grodzins
What was the difference?
What the best are doing different
65/35
Make the Status Quo Unsafe
Don’t Call the Baby Ugly
Make me Smarter
Attention Scarcity
20 Questions
“While our access to raw information hasgrown exponentially, our time to process this information has declined rapidly, wh...
Risk Aversion
Are you messaging for a decision?
Context Creates Urgency
Haven’t gottime for the   pain…
The pains I’m living with…Are bigger than the pain of change…
Contrast = Value
The Hero Model       The Hero Model        •  The world is normal        •  Something changes        •  Hero struggles    ...
Distinct Point of View
Documenting impact
Distinct Point of View
Customer Conversation System
Who are you going to be?
Ma#	  Guido,	  Vice	  President	  –	  Alliances	  &	  Business	  Development	  
Sales	  Enablement	  “ Treasure	  Island”	  Benchmark                              X Maturity                     $   Map ...
What’s	  In	  Your	  Sales	  ExecuBon	  Gap?	   Profitable	  Growth	  IniBaBves	                                           ...
SAVO	  Sales	  Enablement	  Maturity	  Model	                                                               M&A	          ...
SAVO	  Sales	  Enablement	  Maturity	  Benchmark	  12	  Sales	  Enablement	  Domains	    Compe>>ve	  Intelligence	    Ne...
The	  Value	  of	  Closing	  the	  Gap	                                                                                   ...
Free	  Maturity	  Benchmark	                             You	  will	  receive	  a	  free	                             Matu...
Marketing and Sales                 Messaging Conference                           CHICAGO,                         SEPT. ...
Q&A     Slides and recording will be emailed to you.        Continue the conversation on LinkedIn:http://www.linkedin.com/...
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
How to break the status quo barrier (webinar   may 1)
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How to break the status quo barrier (webinar may 1)

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Statistics show that the most dangerous competitor you face is the status quo — it’s your prospects deciding to do nothing. If you want to grow your business, you’ll need to challenge your customers to do something different. And you need to turn more opportunities from "no decision" into decisions that favor you. The best way to do this is to establish the buying vision in the first place.

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How to break the status quo barrier (webinar may 1)

  1. 1. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010
  2. 2. Source: Frost & Sullivan, Marketing Priorities Survey Results, 2012 Source: SiriusDecisions PMM Survey, 2010
  3. 3. Malcolm Gladwell
  4. 4. Scientist for Tipping Point Morton M. Grodzins
  5. 5. What was the difference?
  6. 6. What the best are doing different
  7. 7. 65/35
  8. 8. Make the Status Quo Unsafe
  9. 9. Don’t Call the Baby Ugly
  10. 10. Make me Smarter
  11. 11. Attention Scarcity
  12. 12. 20 Questions
  13. 13. “While our access to raw information hasgrown exponentially, our time to process this information has declined rapidly, which has placed an unprecedented premium on the act of meaning-making.” George Dyson (Futurist)
  14. 14. Risk Aversion
  15. 15. Are you messaging for a decision?
  16. 16. Context Creates Urgency
  17. 17. Haven’t gottime for the pain…
  18. 18. The pains I’m living with…Are bigger than the pain of change…
  19. 19. Contrast = Value
  20. 20. The Hero Model The Hero Model •  The world is normal •  Something changes •  Hero struggles •  Enter: the mentor •  Hero accepts the quest based on The Hero with A Thousand Faces by Joseph Campbell
  21. 21. Distinct Point of View
  22. 22. Documenting impact
  23. 23. Distinct Point of View
  24. 24. Customer Conversation System
  25. 25. Who are you going to be?
  26. 26. Ma#  Guido,  Vice  President  –  Alliances  &  Business  Development  
  27. 27. Sales  Enablement  “ Treasure  Island”  Benchmark X Maturity $ Map X X X $ Value $$ $$$ X XBlueprint $Success X $$ $
  28. 28. What’s  In  Your  Sales  ExecuBon  Gap?   Profitable  Growth  IniBaBves   Sales  ExecuBon   Buyer  Decision   Asset  Management   S CompeBBve  Intelligence   O Sales  Process   Messaging   CRM   C I A Workforce   L Go  To  Market     Management   Strategy   NEW  PRODUCT  LAUNCH   Sales  Enablement     Program  Management   Knowledge  Management   Collaboration
  29. 29. SAVO  Sales  Enablement  Maturity  Model   M&A   GTM   New   Product   Strategy   Launch   Workforce   CRM   Mgmt   Asset   Knowledge   Mgmt   Mgmt   Comp   Msging   Intell   Social   Sales   Collab   Process  
  30. 30. SAVO  Sales  Enablement  Maturity  Benchmark  12  Sales  Enablement  Domains    Compe>>ve  Intelligence    New  Product  Launch    Messaging    Knowledge  Management    Mergers  and  Acquisi>ons    Sales  Process    SE  Program  Management    Social  Collabora>on    Customer  Rela>onship   Management    Asset  Management    Go-­‐To-­‐Market  Strategy    Workforce  Management  
  31. 31. The  Value  of  Closing  the  Gap   %  Annual   Profitable  Growth  IniBaBves   Sales  Enablement  =  Revenue  Enablement   Revenue  Growth   High Maturity Mergers/Acquisitions High G   E   F   15.3 New Products/Services C   REVENUE GROWTH A   B   11.3 D   New Channels/Geographies 7.8 Operational Excellence Low Low MATURITY High
  32. 32. Free  Maturity  Benchmark   You  will  receive  a  free   Maturity  Benchmark  to   assess  your  sales   enablement  opera>ons.  
  33. 33. Marketing and Sales Messaging Conference CHICAGO, SEPT. 18-20 ONLY $399 1.  Marketing Messaging & Content Creation 2.  Sales Conversation DeliveryBilly Ben 3.  Power CoachingBeane Zander Workshop
  34. 34. Q&A Slides and recording will be emailed to you. Continue the conversation on LinkedIn:http://www.linkedin.com/groups?about=&gid=4101593

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