Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Help Your Sales Reps Sell

2,604 views

Published on

Learn how to stop ignoring your best customers and start embracing Customer Relationship Intelligence. To understand how contract, billing, and customer data can work together to increase your "Return on CRM", download our ebook: http://info.pramata.com/5-principles-of-cri

Published in: Sales
  • Hey guys! Who wants to chat with me? More photos with me here 👉 http://www.bit.ly/katekoxx
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Help Your Sales Reps Sell

  1. 1. How to stop ignoring your best customers and start embracing Customer Relationship Intelligence sell! Help your sales reps
  2. 2. Help your sales reps sell! 1Pramata.com As a senior sales pro, you’ve seen it happening for a long time now:
  3. 3. Help your sales reps sell! 2Pramata.com Something schizophrenic is going on in sales.
  4. 4. Help your sales reps sell! 3Pramata.com It’s a disconnect between what you really want to do,
  5. 5. Help your sales reps sell! 4Pramata.com and what you’re doing instead.
  6. 6. Help your sales reps sell! 5Pramata.com The result.
  7. 7. Help your sales reps sell! 6Pramata.com Not enough relevant conversations with your current customers.
  8. 8. Help your sales reps sell! 7Pramata.com A disproportionate focus on initiatives that bring little revenue.
  9. 9. Help your sales reps sell! 8Pramata.com Sales strategies that are only partly strategic.
  10. 10. Help your sales reps sell! 9Pramata.com Let us explain.
  11. 11. Help your sales reps sell! 10Pramata.com You know this In most companies, 80% of next year’s revenue comes from existing customers.
  12. 12. Help your sales reps sell! 11Pramata.com It’s a no brainer.
  13. 13. Help your sales reps sell! 12Pramata.com Your sales reps should be spending their time courting the people they know. Who’ve already bought from you.
  14. 14. Help your sales reps sell! 13Pramata.com And do it properly. Gracefully. Romeo-style.
  15. 15. Help your sales reps sell! 14Pramata.com Never miss an opportunity to show they care. And advise your customers throughout the buying cycle. That means:
  16. 16. Help your sales reps sell! 15Pramata.com That means: Never miss an opportunity to show they care. And advise your customers throughout the buying cycle. Anticipate their every wish. And upsell them what they’ll need next year.
  17. 17. Help your sales reps sell! 16Pramata.com That means: Never miss an opportunity to show they care. And advise your customers throughout the buying cycle. Anticipate their every wish. And upsell them what they’ll need next year. Understand what’s missing. And cross-sell the products and services they need to truly make their business sing.
  18. 18. Help your sales reps sell! 17Pramata.com That means: Never miss an opportunity to show they care. And advise your customers throughout the buying cycle. Anticipate their every wish. And upsell them what they’ll need next year. Understand what’s missing. And cross-sell the products and services they need to truly make their business sing. Know their innermost needs. And sweep them off their feet with a killer contract renewal offer.
  19. 19. Help your sales reps sell! 18Pramata.com But instead, sales departments all over the world are doing the opposite.
  20. 20. Help your sales reps sell! 19Pramata.com They’re focusing all their efforts on wooing complete strangers.
  21. 21. Help your sales reps sell! 20Pramata.com They’re doing everything to hook new business:
  22. 22. Help your sales reps sell! 21Pramata.com Data analytics
  23. 23. Help your sales reps sell! 22Pramata.com Lead generation
  24. 24. Help your sales reps sell! 23Pramata.com Pipeline management
  25. 25. Help your sales reps sell! 24Pramata.com Follow-up calls (and emails)
  26. 26. Help your sales reps sell! 25Pramata.com Investment in CLM, CPQ, and Sales Performance Management
  27. 27. Help your sales reps sell! 26Pramata.com None of that is wrong.
  28. 28. Help your sales reps sell! 27Pramata.com New business is important too.
  29. 29. Help your sales reps sell! 28Pramata.com What’s wrong is this.
  30. 30. Help your sales reps sell! 29Pramata.com This focus on new business makes companies shamefully underserve the valuable, existing customers that promise the really big, juicy chunks of revenue.
  31. 31. Help your sales reps sell! 30Pramata.com That’s schizo sales.
  32. 32. Help your sales reps sell! 31Pramata.com That’s schizo sales. And it’s happening for one, absurd reason:
  33. 33. Help your sales reps sell! 32Pramata.com All the hard work that goes into building new – albeit less profitable – business...
  34. 34. Help your sales reps sell! 33Pramata.com is often a hell of a lot easier than getting your salespeople – even the most basic – information about your existing customers.
  35. 35. Help your sales reps sell! 34Pramata.com You’ve known this for a long time: The really good nuggets of information about them aren’t anywhere near your CRM.
  36. 36. Help your sales reps sell! 35Pramata.com Things like: What you’ve sold them, when, at what price (and what they didn’t buy)
  37. 37. Help your sales reps sell! 36Pramata.com What you’ve sold them, when, at what price (and what they didn’t buy) The exceptions, discounts, SLAs, and delivery deadlines you’ve negotiated Things like:
  38. 38. Help your sales reps sell! 37Pramata.com What you’ve sold them, when, at what price (and what they didn’t buy) The exceptions, discounts, SLAs, and delivery deadlines you’ve negotiated When you delivered Things like:
  39. 39. Help your sales reps sell! 38Pramata.com What you’ve sold them, when, at what price (and what they didn’t buy) The exceptions, discounts, SLAs, and delivery deadlines you’ve negotiated When you delivered How much - and when - they’ve paid Things like:
  40. 40. Help your sales reps sell! 39Pramata.com What you’ve sold them, when, at what price (and what they didn’t buy) The exceptions, discounts, SLAs, and delivery deadlines you’ve negotiated When you delivered How much - and when - they’ve paid When their contract comes up for renewal Things like:
  41. 41. Help your sales reps sell! 40Pramata.com You also know: this kind of data would massively help your sales reps:
  42. 42. Help your sales reps sell! 41Pramata.com Call the right person at the right time,
  43. 43. Help your sales reps sell! 42Pramata.com Have a meaningful conversation
  44. 44. Help your sales reps sell! 43Pramata.com And make exactly the right offer.
  45. 45. Help your sales reps sell! 44Pramata.com The problem is: for sales. it’s not accessible
  46. 46. Help your sales reps sell! 45Pramata.com The data sits In your contracts
  47. 47. Help your sales reps sell! 46Pramata.com In your contracts In your billing system The data sits
  48. 48. Help your sales reps sell! 47Pramata.com In your contracts In your billing system The data sits In your other systems of record
  49. 49. Help your sales reps sell! 48Pramata.com And getting it out of there (and to your sales people) requires such superhuman effort that anyone would give up. (You know this. You’ve probably tried.) It looks something like this:
  50. 50. Help your sales reps sell! 49Pramata.com legal.You go to
  51. 51. Help your sales reps sell! 50Pramata.com They’re too busy drafting up new stuff to have the time to dig out old contracts for you.
  52. 52. You wait. Pramata.com 51 Help your sales reps sell!
  53. 53. Help your sales reps sell! 52Pramata.com (They’re busy!). When they finally do find your files, you see: there isn’t just one contract.
  54. 54. There’s oodles of complex documents. Pramata.com 53 Help your sales reps sell!
  55. 55. An SLA, and a contract for every time they’ve bought something. Plus SOWs, add-ons, discounts, rebates, exceptions. 54 Help your sales reps sell! Pramata.com
  56. 56. Help your sales reps sell! 55Pramata.com They’re probably outdated.
  57. 57. Help your sales reps sell! 56Pramata.com Because customer relationships, by nature, keep on changing (new SLA, anyone?).
  58. 58. Help your sales reps sell! 57Pramata.com It’s in legalese.
  59. 59. Help your sales reps sell! 58Pramata.com The data you want is cocooned up in risk-mitigating, arcane law-speak. Which makes it bloody useless for salespeople.
  60. 60. Help your sales reps sell! 59Pramata.com Had enough yet?
  61. 61. Help your sales reps sell! 60Pramata.com Had enough yet? No?
  62. 62. Help your sales reps sell! 61Pramata.com Had enough yet? No? There’s more :)
  63. 63. Help your sales reps sell! 62Pramata.com Repeat.
  64. 64. Help your sales reps sell! 63Pramata.com You have to do the whole thing again, manually, for every one of your customers.
  65. 65. Help your sales reps sell! 64Pramata.com Repeat again.
  66. 66. Help your sales reps sell! 65Pramata.com Don’t forget: you haven’t even been to the finance department yet.
  67. 67. Enter data. 66Pramata.com Help your sales reps sell!
  68. 68. Help your sales reps sell! 67Pramata.com Nor have you yet put the data in your CRM, where it’s needed.
  69. 69. Help your sales reps sell! 68Pramata.com In short:
  70. 70. Help your sales reps sell! 69Pramata.com Forgeddaboutit.
  71. 71. Help your sales reps sell! 70Pramata.com It’s just too much of a colossal pain in the butt to get at relationship intelligence data about your existing customers and make it available to your reps.
  72. 72. Help your sales reps sell! 71Pramata.com It’s why you probably – like so many companies – focus on new business instead.
  73. 73. Help your sales reps sell! 72Pramata.com It’s why you’re treating your old buddies with the fat wallets like strangers you’ve only just met.
  74. 74. Help your sales reps sell! 73Pramata.com It’s why your reps aren’t having more meaningful sales conversations.
  75. 75. Help your sales reps sell! 74Pramata.com It’s why your retention initiatives are only okay.
  76. 76. Help your sales reps sell! 75Pramata.com In short:
  77. 77. Help your sales reps sell! 76Pramata.com It’s why you’re missing some of your best opportunities.
  78. 78. Help your sales reps sell! 77Pramata.com It’s frustrating.
  79. 79. Help your sales reps sell! 78Pramata.com It’s costing you money.
  80. 80. Help your sales reps sell! 79Pramata.com And it’s old news to you.
  81. 81. Help your sales reps sell! 80Pramata.com So where’s the new news?
  82. 82. You can change all that. It’s this: Pramata.com 81 Help your sales reps sell!
  83. 83. Help your sales reps sell! 82Pramata.com We call it Pramata Customer Relationship Intelligence™ (or CRI) and it’s all about giving your salespeople access to the juicy data that helps them make the most of their valuable existing relationships. Download our eBook: The 5 Principles of Customer Relationship Intelligence 1Pramata.com < INSIDE BACK COVER > The 5 Principles of Customer Relationship Intelligence How contract, billing and customer data can work together to increase your ‘Return on CRM’
  84. 84. Help your sales reps sell! 83Pramata.com CRI automates the process. It loves hugely complex relationships. It keeps up to date with any changes. It translates legalese into plain old English. And it’s absolutely pain-free, and totally in bed with your CRM. Sounds good? Talk to us The even better news: Pramata.com Or follow us:
  85. 85. Help your sales reps sell! 84Pramata.com We provide businesses with actionable insight into their complex customer relationships. We get essential relationship data out of their contracts and billing systems, put it into plain English, and stick it where it’s needed most: inside CRM. We are helping some of the world’s most competitive companies turbo-charge their CRMs and pave the way for more relevant conversations and smarter sales initiatives, based on accurate, real-time, actionable customer intelligence data. And we can do the same for you. We’re Pramata and we do CRI.

×